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.