US-based messaging security vendor CipherTrust’s recently appointed Australia New Zealand country manager, Bob Jones, says the types of industries it has successfully dealt with overseas could also bring sales here.
Since his February appointment, Jones has worked with CipherTrust’s New Zealand distributor, Renaissance, to identify market opportunities, and has spoken to resellers including Gen-i and IBM.
“I look at these meetings as an introduction where we learn about each other and if there’s a business fit,” Jones says. “Often that’s driven by customer demand.”
He says CipherTrust’s New Zealand reseller channel is small but he wants to grow it by working with Renaissance.
“This is not a mass-market product. If you create competition in the channel too early it creates disinterest and a lack of focus. I’d love to grow the business to have an office in New Zealand and have multiple distributors, but you have to have a business opportunity big enough to support that.”
The company’s products include TrustedSource, a database which stores information on the reputations of email senders through IP address monitoring. Its Ironmail program interacts with the database to scan incoming and outgoing email and protect networks from spam, phishing attacks and viruses. IronNet filters outbound traffic to ensure compliance with company email policies.
Jones says CipherTrust is assessing the New Zealand market and trying to build its profile among customers and resellers.
CipherTrust’s work in the US has been for financial services, the government, the education sector and the military, he says.
Jones was also central in establishing Packeteer in Australia and New Zealand in 1998, when he was its territory manager.