Security software maker Trend Micro hopes to reach more resellers serving smaller businesses with the appointment of broad-based distributor Ingram Micro.
Over the last year the company has significantly altered the way it addresses the sale of its products and has placed a particular emphasis on small to medium organisations, says Australia and New Zealand managing director Chris Poulos.
This market is best served by a larger channel, which Ingram Micro can provide, he says.
“They have the reach and appropriate systems and large numbers of resellers who can help us gain exposure in that market space,” says Poulos.
Trend Micro has been re-evaluating its channel strategy since last year, in a process which saw it part ways with Lan1 last June.
This left the company with Soft Solutions — as its only distributor.
Soft Solutions remains on board and will continue to have exclusive access to Trend Micro’s high-end enterprise offerings.
Poulos says while Soft Solutions has always successfully served the top end of the market, Ingram Micro will provide better reach to SMBs.
But Soft Solutions is also expanding its focus on SMBs, says business development manager Paul Leslie, who has been travelling around the South Island over the past two weeks visiting SMB resellers.
However Leslie concedes Ingram Micro does have better reach at the lower end of the market.
Ingram will concentrate on products such as the Client Server and Client Server Messaging suites, which have not enjoyed enough of a push from Trend Micro here, says Poulos.
He says while the company has done a good job on its products for larger enterprises, it found marketing to SMBs was more complex.
“We are an engineering company, not a marketing company. SMB products need more marketing, which is best done through the channel.”
Meanwhile, Trend Micro will introduce new partner incentive and reward programmes to support its channel operation, says Poulos.
Successful programmes are already underway in Europe and these will be rolled out here this quarter, with some local enhancements.
The company is also trialling a managed services offering, which resellers would be able to provide to their customers.