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Security giant targets resellers

Security giant targets resellers

AS part of its multi-pronged foray into the Asia-Pacific region, Patchlink is committing staff and resources to Australasia.

Earlier this month the security vendor opened a regional office in Sydney and appointed Peter Marini as sales director for Australia and New Zealand.

Neal Gemassmer, VP and managing director for Asia-Pacific, says Marini will grow the company’s numbers of customers and channel partners in the region. Patchlink operates a two-tier distribution model and OEM partners include Novell and Microsoft.

Its flagship product, Update, identifies patch- and non-patch-related vulnerabilities and monitors threats from viruses and worms.

Gemassmer says Patchlink wants to invest in channel partners in key vertical markets. “The sophistication of the market and the high adoption of IP-enabled technologies, together with strong local demand for our products, make this a strategic investment,” he says.

Although the company has been selling into New Zealand for the last 18 months, Gemassmer wants to see an authorised channel structure.

Patchlink’s partner programme has three fields: platinum, gold and authorised, based on the partner’s expertise, and the company is keen to see systems integrators onboard.

“It’s a product that is very horizontal because everyone has the same problem. Partners have a continuous revenue stream from subscriptions so it’s a very good business model.”


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