After securing exclusive distribution of Check Point’s security software, Lan Systems is quickly ramping up its New Zealand operation.
The distributor was effectively handed New Zealand representation of Check Point on a plate after Express Data dropped the vendor earlier this month.
Although unexpected, Lan Systems had a project plan in place within 24 hours.
Leigh Howard, national sales manager, says his company has been looking with interest at expanding its New Zealand operation for the last year.
“ED’s decision to drop Check Point expedited our desire to move into New Zealand. Being a global company means we have the experience to scale into another country quickly,” he says.
Dayle Barnes, former ED Check Point account manager, started with Lan Systems on Monday which ensures continuity for the vendor’s partners.
“Everything stays the same and we don’t want Check Point’s partners to be inconvenienced in any way. Scott McKinnel [Check Point’s ANZ country manager] has made a huge call with appointing Lan Systems and we won’t let him down.”
Lan Systems, a subsidiary of Westcon, represents four technologies — networking, storage, IP telephony and security. Its vendors include 3Com, EMC, Nortel and Packeteer.
“Our policy is to not overlap vendors and that focus has worked very well. I can’t see a reason why we shouldn’t be successful in New Zealand.”
Initially the distributor will concentrate on Check Point. Even with one vendor Howard says the business will be profitable.
“The primary objective is Check Point; we’ll get that sorted first and then spread our horizons further. I’ve got strong commitments from other Australian vendors who have expressed concerns over their current New Zealand distribution.”
And, despite a history of Australian distributors going belly up this side of the Tasman, Howard insists Lan Systems is here to stay.
“We definitely won’t be a twelve-month in-and-out operation.”
Howard says the challenge presented by opening up in New Zealand is part of the thrill of being in the distribution business.
“Distribution is a very privileged place to be. You get to choose to work with as many quality vendors and resellers as you want. People often deride distribution but I see it as an essential industry element.”