Channel loyalty fuels RSA growth

Channel loyalty fuels RSA growth

RSA Security is crediting the loyalty of its channel partners for its stellar growth in New Zealand over the past four years and the company is returning the favour.

Mark Pullen, RSA’s Sydney-based business development manager for New Zealand, says the work of partners such as Axon, Computerland, Datacom and Gen-i has helped the company grow revenues in the country and in return RSA is increasing its investment in resources here.

In November the company took on James Johnson as business development manager based at distributor Express Data and in February appointed Kirsti Page as territory manager for New Zealand, based in Sydney.

Pullen says in the last four years RSA’s income from New Zealand rose from US$150,000 to over US$1 million; since RSA does not have a registered office in New Zealand Pullen can only provide these figures in US dollars. “Our growth has been unbelievable and it is driven by the channel,” says Pullen.

While the company’s traditional partners have contributed to this growth, Pullen says RSA is also dealing with a different set of partners than before, as end-users become increasingly aware security is about more than just antivirus and firewalls.

Page and Johnson will widen the support RSA provides its channel and will help develop business opportunities for both resellers and the company, says Pullen.

However, although Page is based in Sydney, as she also focuses on New South Wales, her appointment reflects RSA’s growth and commitment locally and will increase the brand’s recognition here, Pullen says.

“RSA is already known as a tier-one brand, which people have confidence in. That makes things easier for our partners,” says Pullen, though he adds he does not believe the company needs more people in New Zealand at this stage.

“Our partners have intimacy with their customers and do not need us to come in and take that away.”

According to Express Data national sales manager Paul Plester, RSA is a model vendor as it is consistent in its dealings with the channel and has introduced offerings designed specifically for the New Zealand market, based on local feedback.

On recommendation from Express Data, RSA began offering a five-user token bundle in February, which Plester says is much more suitable to the local market than the previous entry-level offering catering for a least 25 users.

“This has been a tremendous benefit to our business. There is great interest in these bundles, which have led to larger sales,” says Plester.

Pullen adds RSA has expanded its product range to focus on presenting authentication tokens as tools around which to create a complete authentication solution.

Product developments include a new USB-enabled SecureID token that allows companies to manage a range of authentication credentials, including one-time passwords, digital certificates and static passwords on a single device that supports logon for remote access, Microsoft Windows and RSA Sign-On Manager, which is an enterprise single sign-on offering.

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