New Zealand currently accounts for 10% of the revenues from the A/NZ region for Imperva, the data centre security provider. Jason Burn, recently appointed as regional sales director for the Pacific at the company expects this to increase to 20% or 30% of A/NZ revenues in 2014.
“When you compare results from the third quarter in 2012 to third quarter in 2013, you can see that Imperva has grown by more than 200% just in the Pacific region. We are looking at 30% to 40% growth on an annual basis and we will look to sustain that growth. The way to do that would be to bring on board more active business partners that will help us continue our growth, and whatever direct staff is required,” says Burn.
Imperva has traditionally worked with a single distributor, M-Tech, and partners that include Dimension Data, Eagle Technology and Katana Technologies. According to Burns, the company will look to add systems integration partners in NZ, and is currently in talks with one that specifically address the banking and finance (BFSI) vertical.
When asked whether Imperva would look to add another distributor in the country, Burn tells Reseller News NZ, “We will probably have a look at that and that is something we need to assess. I think that you need to invest when you want to grow. That would be my comment.”
The company and its partners are currently working on several big proof-of-concepts for customers in the ecommerce and retail sectors, as well as BFSI. A lot of the legwork has been done, and as it moves to implementation stage, Burn expects these projects to provide a strong revenue stream for the company well into 2014.
“These revenue dollars in 2013 and 2014 will help us drive and establish a presence in New Zealand. Imperva operates a cloud protection service for clients and we would look to open a point of presence in the country. There are two sides to that. The first involves us looking for and getting a suitable partner on the data centre side, and the second would involve the revenue coming in from the current proof-of-concepts,” says Burn.
Based on growth, the company would also look to put in place a full-time partner manager to handle channel relations across the A/NZ region in 2014.
“I believe that security investments from an end-user perspective has not changed much in recent years. They spend the same money on the same controls to address threats that have changed astronomically. And it is just not working.
“Today, end-users have to think about and change the way they invest in security controls, and that comes by way of thinking of how secure the data is. They should look at whether they are investing in the right areas and consider data security a little more. Currently only around 15% of security spend goes into data security globally, and that percentage is lower for the region. That needs to change,” says Burn.
The company, along with FireEye and Splunk, will be taking part in a roadshow on security that will cover both Auckland and Wellington in early November.