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No changes to Marshal model

No changes to Marshal model

The reinvented Marshal Software has won custody of the channel for the security suites it acquired from NetIQ.

This includes distributor Express Data, which NetIQ appointed in March 2004 to distribute the MailMarshal and WebMarshal products.

These suites were sold to a new company established by former staff of the original Manukau-based Marshal Software, which developed the products before being bought by NetIQ in December 2002 for US$23 million.

The new Marshal Software will not make any immediate changes to its channel model in New Zealand and plans to retain Express Data as distributor, says CEO Ed Macnair, formerly global head of sales for the Marshal range within NetIQ.

“It is working very well for us and I see no reason to change it at the moment,” he says.

Most of the current channel partners have been on board since before the sale to NetIQ.

“Around 85% of our revenue is still generated by the legacy Marshal channel,” says Macnair.

The company will look to add resellers where it does not have adequate coverage, but this is likely to be limited in New Zealand, where Marshal already has a large market share, Macnair says. Marshal is now headquartered in Basingstoke in the UK, the range’s biggest market, according to Macnair.

“Half of our revenues come from the UK, so it makes sense to have our base there,” he says.

However, development and technical support is being brought home to New Zealand. “This is where our key hardcore developers are,” says Macnair.

The development team will be expanded as the company aims to release a batch of new products in the next eight to 16 months, he says.

John Skeates, formerly CEO of the old Marshal Software, has rejoined the company as Auckland-based Asia-Pacific and development head.

Former NetIQ channel manager Dean Curlew is now Asia-Pacific sales manager and is also based in Auckland.

Marshal currently has 30 staff in New Zealand, with this number expected to grow to 45 in the next three months, as more staff relocate here from the former development centre in Houston, Texas.


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