A DISTRIBUTION agreement between networking vendor Crossbeam Systems and Firewall Systems will see both companies launch into the local market.
Firewall Systems, a dominant player in the Australian market, has been promising to set up shop here for some time but says the deal with Crossbeam provides the right impetus.
The distributor is actively recruiting and an official opening is imminent.
Peter Owen, Crossbeam country manager ANZ, says he selected Firewall because it has such a high value-add component.
“Not many distributors have true engineering resources and this will be Firewall’s point of difference in New Zealand,” he says.
Nick Verykios, Firewall Systems marketing director, says Crossbeam’s unified threat management solution is a great fit with his company’s value-added services.
“Together we can provide an enterprise-ready solution straight out of the warehouse, offering the ultimate in security and simplicity for resellers,” he says.
Verykios says resellers providing Check Point, Trend Micro and other security software products have been asking for a single hardware security platform.
“Crossbeam provides that — along with centralised management and excellent performance.”
Owen concedes New Zealand is a completely different market to Australia.
“Customers in Australia won’t buy things off a brochure and I think New Zealanders are even more assertive. One of the major challenges is that New Zealand doesn’t have the same regulatory pressures as other countries and the market doesn’t respond to scare-tactic selling.”
Until now Crossbeam has distributed exclusively through Lan Systems but, due to the high level of maintenance and services with its products, required a second distributor.
Owen stresses his company isn’t on a channel recruitment drive and will, ultimately, only have a few partners — although all business will go through the channel.
Crossbeam has a two-tier channel and Owen estimates around 80% of its business is derived from security vendor Check Point’s applications.
“Worldwide our market is a mirror image of Check Point’s and that will be our main customer base.”