Menu
EXCLUSIVE: WhiteGold secures sole distribution rights for Barracuda Networks

EXCLUSIVE: WhiteGold secures sole distribution rights for Barracuda Networks

Vendor cuts ties with Transition Systems and Eagle Technology in favour of single distributor model for Australia and New Zealand

WhiteGold Solutions' Dominic Whitehand.

WhiteGold Solutions' Dominic Whitehand.

Security and networking vendor, Barracuda Networks, has confirmed it is no longer working with Transition Systems in Australia and Eagle Technology in New Zealand, in turn giving WhiteGold Solutions sole distribution rights across the region from July 1.

The decision is the latest in a series of changes implemented by the vendor in Australia and New Zealand (A/NZ) since Mike Romans’ appointment as Barracuda country manager in April 2013.

Romans’ told ARN the move was about business predictability.

“When you have multiple distributors, it may be difficult for each to make investments because they are not sure how predictable business growth is,” he said.

“Similarly, WhiteGold has been with us for 10 years – our longest partner by a vast amount of time – and they are willing to make investments so we can grow together. That’s the predictability I look for.”

According to WhiteGold co-founder and managing director, Dominic Whitehand, Barracuda’s switch to a single distributor model is part of improving what he calls “channel hygiene,” which refers to increasing sales, brand awareness, and partner profitability.

“Over the last two years WhiteGold has been asking for significant change to really enable channel, and Barracuda’s new team has really made a big impact,” Whitehand said.

“What we are finding with a lot of vendors is that if they move to a single distributor model, they are cutting about 30 to 35 per cent of administration. They can use that extra time to enable channel and getting with end users to generate demand.”

To back the refined partnership, WhiteGold is introducing dedicated account management for pre- and post-sales engineering, training, inventory, and technical support for resellers which sell Barracuda.

Read more: “Onion” ransomware the next Cryptolocker: Kaspersky

Whitehand revealed the distributor will appoint a national product manager by the end of August who will “work to increase the quality of channel partners and enable them in putting solution forward to customers more easily.”


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.

Tags Networkingdistributorvendorpartnershipresellerwhitegold solutionstransition systemschannelBarracuda NetworksEagle Technology

Featured

Slideshows

Malwarebytes shoots the breeze with channel, prospects

Malwarebytes shoots the breeze with channel, prospects

A Kumeu, Auckland, winery was the venue for a Malwarebytes event for partner and prospect MSPs - with some straight shooting on the side. The half-day getaway, which featured an archery competition, lunch and wine-tasting aimed at bringing Malwarebytes' local New Zealand and top and prospective MSP partners together to celebrate recent local successes, and discuss the current state of malware in New Zealand. This was also a unique opportunity for local MSPs to learn about how they can get the most out of Malwarebytes' MSP program and offering, as more Kiwi businesses are targeted by malware.

Malwarebytes shoots the breeze with channel, prospects
EDGE 2019: Channel forges new partnerships during evening networking

EDGE 2019: Channel forges new partnerships during evening networking

Partners, vendors and distributors reconnected during a number of social gatherings during EDGE 2019. The first evening saw the channel congregate for a welcome party at the Hamilton Island yacht club, while the main poolside proved to be the perfect stop for a barbecue on the final night.

EDGE 2019: Channel forges new partnerships during evening networking
Show Comments