Menu
Watchguard to talk the talk with partners

Watchguard to talk the talk with partners

WATCHGUARD Technologies’ ANZ managing director Moheb Moses vows to improve communication with local partners.

Based in Sydney, Moses took the role up last July and visited New Zealand for the first time last week to launch WatchGuard’s new Firebox X security appliance and to meet local partners.

While not announcing any sweeping changes to its channel model, Moses admits that the vendor has not been active enough in its communication with partners here, saying many resellers are not even aware of all the services to their disposal.

One such tool is a subscription database that could be a source of ongoing revenue.

Access is via the company’s website, which gives resellers details of when the security services their clients are subscribed to are up for renewal. “It is one of the most valuable tools partners can use, but it seems many are unaware of it,” says Moses.

He adds Firebox X, an appliance that combines the entire gambit of network protection, will create a host of opportunities for resellers, including fatter margins. “Many other appliances have high brand awareness and low differentiation that cause margins to be squeezed.”

The Firebox X can be upgraded to a higher specification with a software licence key that activates latent features built into the unit.

This, says Moses, lowers the initial price of the unit, while allowing customers to upgrade the hardware as their needs change, but without replacing the box.

For the channel this results in a smaller inventory of stock and provides opportunities for ongoing revenue such as managed services.

To support the new range, WatchGuard has compiled data comparing the cost of ownership of its product to those of competitors.

Other programmes being introduced include a scheme whereby customers can trade-in older Firebox or competitor products and the availability to partners of a fully operating unit at a 60% discount.

WatchGuard also provides web-based training and certification, with local training seminars scheduled for May.


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.

Events

Featured

Slideshows

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

This year’s Reseller News 30 Under 30 Tech Awards were held as an integral part of the first entirely virtual Emerging Leaders​ forum, an annual event dedicated to identifying, educating and showcasing the New Zealand technology market’s rising stars. The 30 Under 30 Tech Awards 2020 recognised the outstanding achievements and business excellence of 30 talented individuals​, across both young leaders and those just starting out. In this slideshow, Reseller News honours this year's winners and captures their thoughts about how their ideas of leadership have changed over time.​

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners
Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

This exclusive Reseller News Exchange event in Auckland explored the challenges facing the partner community on the cloud security frontier, as well as market trends, customer priorities and how the channel can capitalise on the opportunities available. In association with Arrow, Bitdefender, Exclusive Networks, Fortinet and Palo Alto Networks. Photos by Gino Demeer.

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security
Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomed 2019 inductees - Leanne Buer, Ross Jenkins and Terry Dunn - to the fourth running of the Reseller News Hall of Fame lunch, held at the French Cafe in Auckland. The inductees discussed the changing face of the IT channel ecosystem in New Zealand and what it means to be a Reseller News Hall of Fame inductee. Photos by Gino Demeer.

Reseller News welcomes industry figures at 2020 Hall of Fame lunch
Show Comments