FORMER Novell and Check Point man, Peter Sandilands has returned to the industry after a year back in school, where despite being the lecturer he learnt almost as much as his students.
“Spending a year teaching networking and security to postgraduate students has exposed me to a different understanding of how people see security,” says Sandilands, who has recently been appointed to head up security vendor Fortinet in New Zealand and Australia, after a stint lecturing at the University of Techno-logy, Sydney.
Although based in Sydney Sandilands aims to foster relationships with resellers on both sides of the Tasman and will be in New Zealand later this month to meet local channel partners.
Sandilands says Fortinet has renewed its focus on generating profitable business for resellers and is hosting training seminars for partners next week with local distributor asnet, who will also assist in recruiting more dealers.
This would help Sandilands achieve his main goal of increasing the visibility of the brand here in order to boost market share and revenue.
Sandilands is well versed in the issues surrounding networks and security.
But this experience was not only gained while he was regional manager and managing director for security vendor Check Point — he had already encountered security matters at networking provider Novell.
“You cannot talk about networks and not talk about security. It is so pervasive and effects the entire organisation and should be at the forefront even for networking vendors.”
Sandilands says security infiltrates every operation in a business, creating opportunities for resellers to offer services that determine the integrity of customers’ network security along with Fortinet’s range of network protection systems that provide antivirus, firewall and intrusion detection on a single appliance.
Meanwhile Sandilands does not believe Fortinet will appoint a second distributor in New Zealand, as the single distributor model allows for a more focused approach.
“One distributor is enough for the New Zealand market. Vendors that appoint more distributors are desperate to push their products.”