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Watchguard targets competitors with Borderware-boosted portfolio

Watchguard targets competitors with Borderware-boosted portfolio

Watchguard Technologies sees opportunity to add partners who have been selling competing products after acquiring Borderware last August.

It has also hired territory sales manager Clive Donde as its first representative here. Donde has worked for a number of ICT companies, including HP, AT&T, Vodafone and Cognos and business development agency Signal Room.

The company has added Borderware’s XCS content security appliances to its product suite and aims to be a full business security company rather than just a network security company, says ANZ regional director Scott Robertson.

“There is a whole new category to sell into which is great for existing partners, but also for new partners who have been selling competing products.

“Partners can have a broader technology discussion and new resellers have an opportunity to look at Watchguard and start offering firewalls, but also other technology from Borderware. Resellers of competing products like Ironport could look at Watchguard/Borderware, because they have sold against it before.”

Watchguard is transitioning Borderware partners – of which there were slightly fewer than 10 locally — to its own partner programme, and aims to add a further 20 new partners here, says Robertson.

As well as those who have been selling competing products such as Cisco’s Ironport and M86 Security, it is eyeing other partners such as those working in the government/enterprise space and the telecommunications space.

Prior to the acquisition, Borderware products in New Zealand had the highest penetration of any country in the Asian region, says Robertson, particularly among government accounts.

The company is targeting 30 percent year on year revenue growth in the ANZ region this year, having achieved a record 36 percent last year.

Robertson says it is already on track to achieve 50 percent growth in the first quarter of 2010.

Its Borderware business currently comprises about 10 percent of its ANZ business overall, but Robertson wants to see this grow to about 25 percent. “This would be in big ticket items and deals worth in the hundreds of thousands, not the tens.”

The vendor is capitalising on its growth rate by recruiting Donde, set to begin with the company on 1 April.

Watchguard recently completed its second round of training for Watchguard and Borderware partners on the XCS products, and has now trained 40 partners in New Zealand.


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