Trend Micro has New Zealand firmly in its sights following last year’s success in the Australian channel. The company has teamed with Ingram Micro to target small to medium enterprises.
Dave Patnaik, Australia and New Zealand director for small and medium business, says his company is in the process of recruiting resellers. “We already have a longstanding relationship with Soft Solutions and this will not change. However, we saw an opportunity with Ingram Micro, especially within the small to medium business market. Ingram also has an impressive network of contacts. We have some third-party vendors, such as HP and Cisco, but our running alliance is with our partners.”
Sim Bong, SMB manager for New Zealand, says the partnership came about because of Ingram’s reputation. “Our partnership with Ingram has given us very good access to the smaller resellers. Trend Micro has had a lot of overseas success, which they are now trying to bring to New Zealand. We are trying to replicate our relationships from overseas, where Trend Micro has a larger market share.”
Bong also attributes some of the company’s success to a stir in the security market by other key players. “Moves in the market by other players in the security industry have been fortunate for us and has helped Trend Micro Move ahead.”
Patnaik is introducing an incentive plan to get smaller businesses on board. “Potential customers have been sent free copies of our new antivirus and antispyware and are encouraged to install them. There is even an incentive for them in form of Westfield shopping vouchers, once the company has installed the software and sent us a screenshot.”
Bong says smaller companies may not know about Trend Micro and he emphasises that contact and support with the customer is crucial. The company provides training and support to resellers. “Trend Micro is a bit like a shy person; we don’t like to show off and would rather let our products do the talking for us. If we want to win business with local resellers, they need to feel comfortable with the product.”