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.