Menu
SonicWall continues big cleanup

SonicWall continues big cleanup

SECURITY appliance vendor SonicWall is putting its soured relationship with distributor IT Wholesale behind it this year to concentrate on increased sales and a dusted-off channel programme.

And distributor Renaissance, pleased to have its sole dealer status back, is right behind the vendor’s plans, which see its sales target increase by 40%.

In December, SonicWall axed ITW after less than a year as part of a worldwide channel clean-up, resulting in the vendor retaining only “value add” distributors.

SonicWall and ITW are still debating about unsold stock, some of which is from the initial order nearly a year ago. ITW turned down Renaissance’s bid to buy some of the items.

SonicWall has taken a similar blade to its payroll; only one of the current Asia Pacific-based employees has been with the company for more than six months.

But Renaissance Brands manager Mark Dasent says he welcomes SonicWall’s new sales targets and direction.

“We’re happy with them. We need to achieve them, given the resources we’ve got around the brand.” This includes an extra security products engineer and an 0800-number technical support line, which should free-up Renaissance staff to do more “business development” work.

“[SonicWall] wants to become a lot more established in New Zealand. They have a good base here; there’s lots of SonicWall boxes in New Zealand.”

Dasent says Renaissance has sidelined its own dealer programme for SonicWall’s Medallion one, which had “never been endorsed or fully supported”.

Network Pro in Wellington is the country’s only gold reseller but Dasent hopes to increase this to between three and five by the end of the year. The plan is to have 20 silver partners and the rest authorised, which should take total certified resellers to 50.

The Medallion programme provides members with sales leads, training and access to marketing funds, from which a national channel conference set down for either later March or early April is being funded.


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Featured

Slideshows

Meet the leading female front runners of the Kiwi channel

Meet the leading female front runners of the Kiwi channel

Reseller News honoured the leading female front runners of the New Zealand channel at the 2018 Women in ICT Awards (WIICTA) in Auckland. The awards honoured standout individuals across seven categories, spanning Entrepreneur; Innovation; Rising Star; Shining Star; Community; Technical and Achievement.

Meet the leading female front runners of the Kiwi channel
Meet the top performing customer-centric Microsoft channel partners

Meet the top performing customer-centric Microsoft channel partners

Microsoft honoured leading partners across the channel following a year of customer innovation and market growth in New Zealand. The 2018 Microsoft Partner Awards recognised excellence within the context of the end-user, spanning a host of emerging and established providers.

Meet the top performing customer-centric Microsoft channel partners
Reseller News launches new-look Awards at 2018 Judges’ Lunch

Reseller News launches new-look Awards at 2018 Judges’ Lunch

Introducing the Reseller News Innovation Awards, launched to the channel at the 2018 Judges’ Lunch in Auckland. With more than 70 judges now part of the voting panel, the new-look awards will reflect the changing dynamics of the channel, recognising excellence across customer value and innovation - spanning start-ups, partners, distributors and vendors.

Reseller News launches new-look Awards at 2018 Judges’ Lunch
Show Comments