SECURITY appliance newcomer Aventail has chosen Renaissance Brands to launch its product in New Zealand.
The two companies penned a sole distribution deal last week, under which Renaissance will market and support Aventail’s range of SSL (secure sockets layer) VPN appliances.
The move adds another horse to Renaissance’s stable of networking and security brands, which include Allied Telesyn, IP3, Mako Networks, Sonicwall, McAfee and Vasco.
Aventail’s Singapore-based Asia-Pacific vice president Michael Ang and Australia New Zealand country manager Andrew Draper were in the country last week to seal the agreement with Renaissance.
Renaissance was chosen as it has an impressive pedigree in providing network security products, says Draper.
“We were attracted to Renaissance because of their coverage, size, processes and logistics. They are also well established, and on a personal note, we got on well with them,” he says.
Mark Dasent, Renaissance Brands general manager, says the Aventail range fills the gap left by Juniper, which it stopped stocking earlier this year.
“We had been looking for a replacement. We have been selling SSL VPN for some time and already have a good customer base for the range,” he says.
Research conducted by Renaissance shows that Aventail has great prospects for growth and is a natural fit with the average size of implementations in New Zealand, Dasent says.
“It is a good tier-one corporate product. We were impressed with the level of functionality within the range, the company’s strong support structures for both end-users and partners and its willingness to take ownership of system implementations,” he states.
Recruitment of resellers is underway, with Wellington-based security and networking specialist Network Pro the first to sign on.
But Draper says the range will not be available to a wide channel.
“We are not signing up everyone. We want strategic partners with the right people and focus to ensure they are successful,” he says.
Ang says this approach distinguishes the brand from others.
“We want to help the channel be profitable. That will not happen if we have too many people sell to the same accounts,” he says.
Meanwhile, this month Aventail released version 805 of its VPN platform, which includes the new Smart Tunnelling architecture, for which the company has a patent pending.
Smart Tunnelling provides a direct secure link between an end point and an application.