Australia-based LAN Systems has joined Soft Solutions and Ingram Micro as Trend Micro distributors, as Trend Micro looks to continue growth among enterprises on both sides of the Tasman.
Damian Thompson, Trend Micro’s Australia New Zealand enterprise director, says the company grew 120% in that space in New Zealand last year over the previous year. It classes enterprises as companies with 500 or more staff.
Thompson, a former Trend Micro New Zealand country manager, says the market here has a very diverse range of channel partners, and the company wants to more specifically manage its enterprise and SMB accounts.
“With Telecom buying everyone they can, the marketplace is changing. There are probably three big national partners then a second tier of businesses led by solutions. We want to differentiate between them.”
Trend Micro’s recently launched professional partner category caters for companies who work with enterprises, and partners in this class can only buy from LAN Systems or Soft Solutions. In December last year, Trend Micro recruited Ingram to distribute among SMBs. Trend Micro stopped distributing through Lan1 in June 2005, leaving it with only Soft Solutions here and dealing direct with resellers in Australia.
Soft Solutions business manager Paul Leslie, who was instrumental in establishing the Trend Micro brand in New Zealand, says Soft Solutions is the only distributor which works across small and enterprise businesses.
"I don't think we'll even see a hiccup. We have a strong relationship with the resellers who do the enterprise business and Trend Micro recognises the value we bring. We'll continue to do the lion's share of business."
Thompson says he expects Soft Solutions to remain Trend Micro's largest New Zealand distributor.
He says LAN Systems' appointment was a natural progression of Trend Micro’s alliance with Cisco, of which LAN Systems is an authorised distributor. Cisco has well over 100 New Zealand resellers, while Trend Micro has a small sales force here.
LAN Systems replaced Express Data as the New Zealand distributor for Check Point security software earlier this year.
“LAN Systems is still very young in New Zealand,” Thompson says.
Wendy O’Keefe, LAN Systems general manager, says Trend Micro’s relationship with Cisco will support LAN Systems’ solutions-based approach.