The world’s worst-kept secret is how Secure Computing’s country manager Eric Krieger describes the company. “We want to let our resellers, distributors and customers know it’s currently business as usual,” says Krieger. “It is important to us to take care of our channel.”
Recent acquisitions have forced the high-end security company to re-evaluate its channel and distribution model, and it looks set to move from focusing on the enterprise space to the small and medium enterprise space.
Secure Computing is currently represented mainly by MPA, but acquisitions have brought with them more than companies and products: “We’re looking to retain MPA as our largest distributor, but we acquired some smaller distributors, as well. We have to stay loyal to them, too; that’s very important to us.”
One of those distributors is Auckland-based Focus Distribution. Krieger says Focus will concentrate on the SME space rather than enterprise. It specialises in front-gate security, rather than at the desktop.
The combined efforts of Sidewinder and Cyberguard — both Secure Computing acquisitions — have made possible a new version of its firewall, due in March next year and called Snowbird. “There have been quite a few acquisitions, but resellers should be comfortable knowing we’re not slashing and burning.”
Krieger admits the security provided by his company is not for everyone. “You can think of it like buying a Ferrari and only driving it at 30mph. Every firewall is different, and we provide high end security.”
He says Secure Computing aims to become a billion-dollar company within the next four years.