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.