Reseller News

Singapore-based distributor weighs entry into NZ

Security specialist distributor M.Tech, which established Australian offices nearly a year ago, hopes to have a New Zealand presence by the first half of next year.

Regional business manager Paul Lim says the company is already doing business through partners here, including Eagle Technology and some smaller firms, and will assess the amount of business it generates through this.

“One of our premises for setting up in New Zealand would be the amount of activity we get and requests from vendors to support them there. With [data security firm] Imperva and some of our other vendors we’re trying to do some development in New Zealand and depending on the result of these, we’ll decide whether to open [an office].”

The M.Tech Group offers more than 20 products in the Asian region. It has an agreement with WAN optimisation vendor Riverbed that spans Asia and Australia, and one with Imperva for Australia and New Zealand, says Lim. Other group brands include Tipping Point, Fortinet, Netapp and Blue Coat.

Finding a good candidate to represent M.Tech in New Zealand will also be a deciding factor in the decision to establish itself here, says Lim.

“I’m always on the lookout for good candidates who fit M.Tech’s culture, or a vendor who says they might have a good candidate.”

Lim says the company wouldn’t have a fixed number of partners here, but usually targets five partners for each product, for which there is sometimes an overlap. It would initially want to recruit five or six partners, he says.

M.Tech has a track record of establishing itself in major cities and a New Zealand office could be set up in Auckland, Lim says.

The company has 10 staff in Australia and is looking to grow the team there. Its strategy when establishing new offices is to hire two staff, one in sales and one technical, then grow that number. Lim says M. Tech would aim to recruit six staff in its first year of operation here.

Its two offices across the Tasman are in Sydney and Melbourne and the company wants to establish itself in Perth and Queensland, along with New Zealand.

The distributor recently detailed aggressive growth plans across the Tasman. Last month it told Australian Reseller News it wanted to be the top security distributor within three years and was hunting for up to 50 Australian partners. Lim told ARN that number might increase depending on the results of its next few quarters. Its deputy managing director Wilson Ho predicted the company would have 20 to 30 partners there within 12 months.

Read about Imperva's expansion plans for Australia and New Zealand