Reseller News

Imperva in talks with Kiwi partners

Data security firm Imperva has signed one local partner and is in discussions to sign another reseller and a distributor.

The firm has an Asia Pacific headquarters in Singapore and opened an office in Sydney a couple of weeks ago.

A customer base in New Zealand has already been established.

Asia Pacific vice president Stree Naidu says he signed one reseller under non-disclosure on a recent visit here, while it is in talks with a second.

“New Zealand has amazing potential. It’s quite a mature market in terms of adoption for security.

“Our competitors aren’t investing as heavily in New Zealand as we are,” he claims. “If we’re first to the curve and get the right reseller and distributor on board, hopefully we’ve got a bit of a head start on everyone.”

Naidu says he would like to open an Auckland office, but the company will assess its revenue levels in six to 12 months and make a decision then. He says it will only recruit a couple of resellers in New Zealand.

He says the vendor has a distributor in Australia looking to grow in New Zealand, but could recruit a New Zealand distributor separately. M.Tech Products distributes Imperva in Australia, and its regional business manager Paul Lim says the company wants to establish itself in this country. M. Tech’s agreement with Imperva covers Australia and New Zealand, says Lim.

Naidu is joined at Imperva by Kane Lightowler, the ANZ regional sales director based in Sydney. Imperva hopes to recruit another Sydney-based staff member soon, Naidu says.

Imperva was co-founded by CEO Shlomo Kramer, who co-founded another security company, Checkpoint.

Both Naidu and Lightowler previously worked for another information security firm, Tumbleweed Communications. Naidu was its Asia Pacific and Japan regional vice president, while Lightowler was ANZ regional sales manager.