MPA has been appointed as the New Zealand distributor for the Allot range of network traffic management appliances, but is facing competition from Crawford Technologies, which has been supplying local resellers for the last two years.
Crawford Technologies has acted as the default, although unofficial, distributor here. It has supplied a number of install bases via Allot’s Australian distributor, which also has rights over New Zealand.
These rights remain intact despite MPA’s appointment this month, allowing local resellers to source the range from Australia, which is what Crawford Technologies intends on doing, with owner John Crawford saying that although he is willing to work with MPA he will continue to supply his reseller base.
MPA’s appointment follows the Israeli-based vendor establishing a regional base in Melbourne last month and flows from MPA holding the agency for NetReality, which Allot acquired at the end of 2002 and incorporated into its own offering, but without immediately activating a relationship with MPA.
In the meantime Crawford Technologies supplied the range to local resellers through the Australian distributor.
However, its status with the vendor is that of a reseller. According to Allot regional manager Jonathan Gordon, the company’s channel is divided into only two tiers — distributor and reseller.
“MPA is our only distributor based in New Zealand,” he says, adding that Allot will maintain a high-level relationship with Crawford Technologies to support its install base.
Gordon says there is unlikely to be any price benefit for resellers to source the range from Australia, while MPA is better equipped to provide technical support here.
MPA’s Steve Macmillan says while resellers are free to source the product from overseas, they should bear in mind the benefit of dealing with an official distributor.
“There are typically many benefits to sourcing locally. Our company has been appointed because we have the ability to develop and grow [Allot’s] business and develop a channel.”
Macmillan says MPA aims to expand the market for the range by actively growing a dedicated reseller channel, adding the Allot products presents resellers with services opportunities.