A CHANNEL revamp has led Secure Computing to drop LAN Systems for MPA as national distributor.
Sydney-based regional manager Eric Krieger says LAN “did a good job” but he wanted a distributor that was “more security focused”.
MPA fits the brief, he says, through its other agencies, which include Wyse, Protocom and SCO.
US-based Secure Computing was formed in 1985 as part of Honeywell. It makes firewalls, access tokens and content filtering products.
Its products have been sold in New Zealand for six years, with the vendor claiming more than 100 local customers, including Telecom, Tower Insurance, Brother and Canterbury District Health Board.
Krieger says the New Zealand channel has just had a revamp and he wants to build up a value-added reseller base. Certified partners include Optimation, Gen-i, Kaon Technologies, DTS and BTG. Certification assures resellers of product development knowledge, training, support and discounts.
“We have attracted integrators from integrators with a broad focus to smaller, niche security solutions providers. We are not offering our solutions across the marketplace,” he says.
The company wants to sign up integrators working in niche markets to avoid competition with existing resellers.
“That way, we can ensure the resellers keep a high margin and it maintains a high integrity for the products.
“We can integrate our solutions with other technologies, such as, Protocom, Cisco, Nortel, Citrix, and other vendors,” he says.
Secure Computing has no target of partner numbers it seeks, saying it depends on who comes forward.
“Telecom’s acquisitions [of Gen-I and Computerland] have created upheaval so whatever I say now will change. I will have to wait for the dust to settle,” Krieger says.
However, Secure Computing is confident it will find sufficient partners, Krieger claiming its products, which are aimed at 5 to 50-end user organisations, perfectly fit the New Zealand market.
“That’s by far our biggest growth market, although we have been selling to organisations like Telecom and the Ministry of Education.”
MPA will distribute the Safeworld family of products, including Safeworld Premier Access, Safeworld for Citrix and other authentication products. It will also distribute Secure Computing’s Firewall/Security Appliance and web filtering solutions, including Sidewinder and SmartFilter.
Auckland-based MPA says Secure Computing presents a logical extension to its agencies who specialise in server-based connections and centralised management of IT systems.
“MPA is keen to work with suppliers who have solutions that allow us to provide value add and expertise. Secure Computing’s offerings require a degree of technical expertise and knowledge and we believe MPA, and our channel partners, will derive a good profit from it,” says MPA managing director Steve Macmillan.