Ingram Micro has strengthened its relationship with Trend Micro by becoming the second local distributor for its enterprise range – but it comes at a cost to Auckland-based Soft Solutions. The company loses its exclusive enterprise distributor status.
Soft Solutions business development manager Paul Leslie believes having two local distributors will drive prices down and may not add value. “Trend Micro locally has been very happy with our performance but we’re not in Australia while Ingram Micro is. We’ll just have to fight harder to retain the local business. I guess from Trend Micro’s perspective there isn’t a comfort zone over having only one local [enterprise] distributor.”
Trend Micro enterprise sales director for Australia and New Zealand Michael May, says the change will make it easier for partners to engage with the company in the enterprise space.
“Soft Solutions has been a great partner and they’ve done a terrific job, but Ingram Micro can give us greater coverage across the whole of New Zealand.”
Ingram Micro is already a Trend Micro SME distributor. May believes the end result will mean more revenue growth for partners and Trend Micro. “I think we’re the best kept secret in New Zealand and the obvious way to raise our profile is through Ingram Micro.”
Trend Micro will be undertaking marketing initiatives with both Soft Solutions and Ingram Micro, says May. “Now that we have a broader coverage we want to drive some incentives out to the channel, such as rebates for both the disties and partners.”
Ingram Micro Solutions Group general manager Scott Cowen agrees that Trend Micro is not well known locally. He adds Ingram Micro having access to the entire range of Trend Micro technologies will benefit both companies.
“We believe we could do a good job for Trend Micro in that area and they’ve given us that opportunity. We’ve also been working with a number of other vendors to expand our infrastructure product range within the solutions group.”