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Channel vital for security vendors

Channel vital for security vendors

According to an IDC review, more than 80 percent of all security software in Australia and New Zealand was sold through the channel last year.

Sydney-based security solutions senior analyst Patrik Bihammar says the channel is crucial to the security vendor community, because it is at the frontline of understanding customer needs.

“This is particularly true in the SME market. Unlike the enterprise market, in which vendors can closely manage the relationships with their largest clients, the majority of SMEs are managed indirectly through partners.”

Sydney-based Symantec director for channel sales Matthew Drake agrees with the findings.

“We have a very healthy relationship with our reseller partners and our business in terms of the units we’re pushing through the New Zealand channel, which is definitely growing. It’s a very important market for us and it will continue to be in the future.”

IDC’s study also reports that SMEs are important as they constitute a major part of the ANZ economy.

Bihammar adds that an effective partner strategy is critical for security vendors to be successful.

“Failure to achieve this partner strategy will ultimately limit the ability of the vendor to be successful in the marketplace and cost effectively target the midmarket."


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