After ten years the relationship between Express Data and security software vendor Check Point has ended abruptly.
Late last month Check Point awarded Lan Systems sole Australian distribution rights to its products. Although there was no immediate change to the New Zealand model, ED felt the split was inevitable.
Paul Plester, ED national sales manager, says it was better to make a quick, fast break rather than a slow, gradual death.
“We weren’t exactly getting good signals from Check Point once it dropped ED in Australia,” he says. Plester says the fact there are two Australian distributors sniffing around at the moment didn’t help.
He says ED has no plans to replace Check Point with another security vendor and will instead focus on its existing vendors.
“We’ve seen dynamic growth from vendors such as Cisco and Symantec who concentrate on end-to-end solutions.”
John King, ESP managing director, says the news is quite disappointing.
“Check Point is a difficult product to sell and needs a lot of support — that’s why the relationship with ED is so important,” he says.
King believes the time and effort involved in transferring to a new distributor will have an impact.
Meanwhile, Scott McKinnel, Check Point’s ANZ country manager, says he was prepared for ED’s decision.
“It was something we were prepared for after the distribution change in Australia. I fully appreciate everything ED has done for Check Point but at the same time it gives us the opportunity to distribute through Lan Systems in New Zealand,” he says.
McKinnel is quick to point out his company is performing extremely well and remains a market leader.
“There’s been some speculation that Check Point isn’t doing so well but that’s not true. The company has had CAGR [compound annual growth rate] of 25% over the last three years and 27% last year so it’s not down to market share.”
He says Lan Systems will ensure business continuity for partners and customers.