EDUCATING resellers and end-users is now the priority for patch management specialist Patchlink, following a successful channel revamp.
Neal Gemassmer, Asia-Pacific vice president, explains that his company has been a direct sales organisation in the US for the last ten years but recognised it had to engage the channel to expand internationally.
“Patchlink has a great education programme and is bringing it to New Zealand through a local training organisation. These courses will be aimed at both channel partners and end-users,” he says.
Gemassmer wants to give companies a greater understanding of the importance of patching, which he describes as similar to antivirus, and help the channel fulfil revenue opportunities.
“Even a lot of resellers don’t understand what a patch is, yet 95% of exploits could be prevented through using them and that statistic has huge ramifications. Companies need to have a patch management process that’s been thoroughly researched, planned and tested.”
Gemassmer says Patchlink’s commercial model is based on subscriptions rather than the traditional licence and maintenance model.
He believes resellers are too busy pushing free tools and don’t recognise that patch management is an integral part of IT compliance.
“There’s definitely an attitude of ‘why would I use your product if I can get it for free?’, although that has changed a bit since the Zotob worm raised awareness in this part of the world.”
Gemassmer, appointed nine months ago, was Patchlink’s first employee in Asia-Pacific — responsible for 15 countries — and credits distribution partner Lan Systems for driving local growth.
He plans to further use Lan Systems to bring onboard another 15 partners in the next year.
Next month Patchlink will unveil its support for mobile devices, regardless of platform or operating system, using wireless patches to configure vulnerabilities with its flagship Update product.