NETIQ is crediting the move of its distribution to Express Data for high growth rates in New Zealand this year.
The company appointed Express Data as its distributor in March after parting ways with Tech Pacific, which took on the Marshal range in July last year when the company moved away from a direct distribution model following its acquisition by NetIQ.
The company says it has seen 28 percent year-on-year revenue growth in the Marshal email scanning range between January and June this year, which regional director David Taylor says is largely due to Express Data’s efforts in the channel.
Taylor says the distributor was also the driving force behind a new licensing model that has made the Marshal range more accessible to SMBs. Based on feedback from Express Data, NetIQ reduced the minimum requirement for Marshal licences from 75 to 25 users earlier this year.
“This was driven out of New Zealand and is available only in the ANZ region. It has opened the range up to smaller businesses,” says Taylor.
Input from Express Data was also instrumental in a new Marshal licensing model exclusive to New Zealand health authorities introduced last month, which sees licences being charged on a per desktop rather than per user basis.
Paul Plester, sales manager for Express Data says the lower licensing pricing has had a significant impact on new business and has resulted in higher renewal rates among existing customers.
Meanwhile, Taylor says more resellers are needed to support growth in New Zealand, especially as NetIQ launches new products in the country, including AppManager, the Vivinet voice over IP management suite and the VigilEnt Policy Centre.
Taylor says the company’s next step to ensure further growth in the country will be to increase its support of resellers that invest in training and offer services around its products.
Service opportunities include conducting audits of customer sites to ensure the software is implemented correctly and used to its full extent and to assist users with compliance with regulations such as the Sarbanes-Oxley Act.
Taylor wants to be selective in the resellers appointed to the range, saying partners will not invest in the brand if the products are too widely available. NetIQ acquired New Zealand start-up Marshal Software in 2002 for US$23m and moved development of the range to Houston, from where it now provides technical support for the range.