Menu
Mailguard seeks NZ distributor

Mailguard seeks NZ distributor

Managed security vendor Mailguard is trying to find a New Zealand value added distributor. Newly appointed Sydney-based sales director Michael Bosnar, in the country this week, says the company is planning to grow its New Zealand channel and build a strategy supported by a partner programme for its largely SaaS-based anti-virus, web filtering, email and spam management offerings.

“Local knowledge is key, as well as complementary technologies,” says Bosnar of the kind of distributor he’s looking for. He describes the selection process as “define, select and invest”, with the successful company also displaying a clear grasp of the delivery method: “Do they understand SaaS and what a managed services provider would do, and do they address that market?”

In his previous role Bosnar spent four years at CA. He sees the New Zealand managed services market as already relatively mature, and says big players such as Gen-i and Datacom were active locally well before managed services took off in Australia.

“We’re working in local partnerships with companies like Sophos [which provides Mailguard’s filtering technology] and Kaseya managed services,” says Bosnar. “They give managed services partners the ability to provide helpdesk, monitoring and reporting for their customers. We package Kaseya with Mailguard to provide a total managed services offering.”

Mailguard runs a multi-level partner programme with clear criteria for each of the levels, says Bosnar. “There’s no confusion about the benefits for our enterprise partners. Some vendors offer three-year contracts, but a lot of our customers work on a monthly basis with no contract, and we only have a 4 percent drop-off.”

Bosnar describes the internet as a “Pandora’s box” for organisations with regard to its security challenges. He reckons SaaS presents the biggest revenue opportunity for technology vendors, due to the reduced implementation costs and the ability for customers to pay for it from operational rather than capital expenditure.


Follow Us

Join the newsletter!

Or
Error: Please check your email address.

Tags mailguard

Featured

Slideshows

Bumper channel crowd kicks off first After Hours of 2018

Bumper channel crowd kicks off first After Hours of 2018

After Hours made a welcome return to the channel social calendar with a bumper crowd of partners, distributors and vendors descending on The Jefferson in Auckland to kick-start 2018. Photos by Gino Demeer.

Bumper channel crowd kicks off first After Hours of 2018
Looking back at the top 15 M&A deals in NZ during 2017

Looking back at the top 15 M&A deals in NZ during 2017

In 2017, merger and acquisitions fever reached new heights in New Zealand, with a host of big name deals dominating the headlines. Reseller News recaps the most important transactions of the Kiwi channel during the past 12 months.

Looking back at the top 15 M&A deals in NZ during 2017
Kiwi channel closes 2017 with After Hours

Kiwi channel closes 2017 with After Hours

The channel in New Zealand came together to celebrate the close of 2017, as the final After Hours played out in front of a bumper Auckland crowd.

Kiwi channel closes 2017 with After Hours
Show Comments