RSA Security is to contribute to the appointment of a dedicated brand “evangelist” at New Zealand distributor Express Data to support the strong growth it is experien-cing within the country.
Chris Wood, the vendor’s channel development manager for Australia and New Zealand says the creation of the role comes as the company is expe-riencing growth in excess of 50% a year here.
He says funding a dedicated business development manager (BDM) at Express Data will ensure this strong growth curve continues, especially in the SMB space.
“The potential for growth in the SMB market is excellent and we want to expand the breadth of our channel there,” says Wood.
Express Data is currently recruiting for the BDM position. National sales manager Paul Plester says the move reflects the success the distributor has had with similar roles with other brands.
“By funding a BDM, vendors see an incremental increase in sales without extra cost. It is a very attractive option especially to US vendors that still have headcount freezes. They get someone that goes out and evangelises the brand at a low overhead cost,” he says, adding another vendor, which cannot be named yet, is currently exploring this option as well.
Plester concurs with Wood’s estimation that the vendor will see close to 60% growth in New Zealand this year.
“It has won some big deals, like with ASB Bank in particular and opened some good opportunities for us,” says Plester.
Last week, RSA hosted its annual partner conference, which was attended by representatives from Express Data and RSA’s large New Zealand partners Telecom, Gen-i, Datacom and Unisys, for the first time in around four years.
“They attended because of the growth and potential they see in the brand,” Wood says.
The vendor dished out partner awards at the conference and although none of the winners were from New Zealand, Wood says they had a good showing.
Gen-i came second in the Most New Customers category won by Volante Systems, while Datacom was the strongest New Zealand contender for the Partner of the Year award won by global integrator Kanbay.
“One of our main business goals is winning new customers and Gen-i did very well, particularly out of its Christchurch branch,” says Wood. Datacom was noted for its support for the vendor’s efforts to grow market share, its customer support and technical expertise, he adds.
RSA also announced last week the availability of its SecurID for Microsoft Windows two-factor authentication software designed to help enterprise customers ensure that valuable network resources are accessible only by authorised users.