A NEW vendor is coming to town next month and is looking to recruit a select band of resellers through its newly appointed distributor, LAN Systems.
Crossbeam Systems deals in network security infrastructure and recently appointed Peter Owen as country manager Australia New Zealand.
Though well established in the US, Owen says Crossbeam is essentially a startup in this part of the world with no established channel.
He says the selection of LAN Systems as Asia-Pacific distributor was a pragmatic one based on existing relationships.
“At least 80% of our technology is deployed through Check Point Software so it made sense to talk first with its local distributors,” he says.
LAN Systems general manager Wendy O’Keefe says Crossbeam is uniquely positioned to capitalise on the growing trend of converging network and security infrastructure.
Her company will offer specialist Crossbeam sales and technical support to resellers and is to manage the company’s marketing development fund.
Owen describes Crossbeam as a very successful company that has doubled its revenue in each of the past three years and says he expects reasonable growth in this region.
He is looking to sign up to ten resellers across Australia and New Zealand and will initially target the larger Check Point resellers before focusing on recruiting tier-two partners.
“I only want a narrow, highly skilled reseller band. Basically Crossbeam is a low-volume, high-value business.
“New Zealand is a very important part of the plan for growth - 18 months ago we were doing nothing here and now we’re ahead of our targets.”
Prior to his appointment, Owen was country manager for Packeteer and says he will use his knowledge from that role to implement a clearly defined growth plan for Crossbeam.