Unified threat management vendor Watchguard Technologies has signed with local distributor Exeed and added a lower tier to its partner programme, as part of a reseller recruitment and development campaign.
Exeed, which focuses on HP technology and has about 1000 local resellers, joins current local distributor Packet Engines.
Watchguard Australia and New Zealand director Scott Robertson says Exeed could bring on 20 to 30 partners in the new Associate category within a year and upskill them to become Expert or Professional level resellers.
“We see Exeed introducing us to a much wider channel. They are a very recognisable distributor with HP technology and they see the potential to value-add around the HP storage and blade server business,” says Robertson.
“Partners may sell servers or networks, but don’t understand security. [Exeed] can use the Associate level to mature them into a more security-focused business.”
Exeed uses the vendor’s technology in-house and it already supplies F Secure's internet security products. “We have been looking to add complementary products around the edges of what we do with HP for some time – particularly in the security and remote access space,” says Exeed managing director Justin Tye.
Under Watchguard’s Secure Partner Programme changes, Associate partners can access its partner portal for marketing resources, product information and online CRM tools.
Unlike Expert and Professional partners, Associate resellers’ salespeople and engineers aren’t required to undergo Watchguard certification.
The vendor also plans to increase its Australia and New Zealand staff numbers from two to six, including a dedicated partner sales manager and a regional representative to cover South Australia and New Zealand.
Its revenue across the two countries for the final quarter of last year was up 46 percent over the third quarter and increased more than 40 percent over the same period in 2006. The results surpassed its global performance, Robertson says.