Dicker Data drives local channel change with Aerohive networking deal
- 28 September, 2015 05:27
Networking giant Aerohive Networks has ramped up its investment in the New Zealand channel market, targeting local resellers as it puts wireless boots on Kiwi grounds.
Fresh from partnering with distributor Dicker Data, the wireless vendor has embarked on an aggressive go-to-market strategy in New Zealand, drawing on its networking capabilities to bring a refined WLAN offering to the industry.
Demonstrating the company’s strong commitment to the Kiwi partner community, and its 100 percent channel model, Aerohive has also invested in a new Channel Account Manager - Ken Cartwright - designed to help resellers drive growth across key verticals.
“New Zealand is the perfect market for Aerohive,” says Rhys Taylor, Country Manager of New Zealand, Aerohive Networks. “Ken is a new addition to the team and already he has played a major part in developing our go to market strategy for a number of our key reseller partners across the country.
“Those parents have already started working with Ken and recognise the value he brings to the team and the commitment we have made to the local market.
“Ken is also starting a partner enablement program that will help partners up skill sales, technical and marketing people throughout the channel here in New Zealand.”
In utilising the local knowledge and expertise of Dicker Data in New Zealand, by joining forces, Aerohive enters the Kiwi market with strong networking credentials, backed by a team of distribution experts nationwide.
“We are an established distributor with a strong networking presence and can help partners execute key deals across New Zealand,” says Kyle Taege, Business Manager, Dicker Data New Zealand.
As Taege explains, Dicker Data brings over 15 years of proven networking ability to the table, housing key market specialists in New Zealand with over 30 years experience in the wireless industry.
“Dicker Data can help remove the complexities of networking for partners,” Taege adds. “It’s about being agile to our customers’ needs and supporting them in any way possible.
“We believe we can streamline this process with our knowledge and experience.”
Taege says Dicker Data will be launching a number of new initiatives targeted at Kiwi partners, with a dedicated person on the ground to help the channel prosper, which he cites as “fundamental to the success of our partners.”
“We’ll also look to offer other complimentary services to the Aerohive experience and we believe partners will see the value of this approach,” he adds.
“But most importantly, Dicker Data delivers at a local level that’s what sets us apart.”
With a wide range of networking offerings, a dedicated local team and a new distributor on board, Taege, along with Taylor, believes Aerohive can now leverage the company’s standing as an innovative enterprise mobility provider, to better serve New Zealand businesses.
For Taylor particularly, the current landscape paints a costly picture for local organisations, as the price of running cloud-enabled Wi-Fi and routing solutions continues to rise.
“Any business, regardless of where it’s located, has the same needs and expectations of their network,” Taylor explains. “Aerohive provides the same level of service and functionality as traditional enterprise WLAN vendors, but without the complexity and cost.
“Take our Client Manager product as a key example. The solution allows the Network Infrastructure team to define a BYOD policy, allowing users to ‘self service’ their on boarding process whilst automatically adhering to this policy.
“Users can also self diagnose any connection or network related problems before having to call the service desk - reducing even more demand on Tier 1 service desk staff.”
Widely-regarded as a leader within the networking space at a global level, Taylor believes the biggest advantage of Aerohive’s infrastructure lies within its cloud-enabled network Management suite -HiveManger.
“HiveManager is out of band, this means that all of the network traffic handling decisions, along with authentication requests are all handled locally within the network on the access points,” he explains.
“HiveManager provides centralised management, and the development and deployment of network policies, but is not crucial to traditional controller based functions such as, authentication requests, meshing, roaming etc.
“This means that if the access points cannot see or access Hivemanager, there is zero impact on the network.”
In New Zealand, and the world, Aerohive adopts a 100 percent channel model built around working closely with partners to provide the tools and resources needed to grow and generate revenue.
Alluding to the global model, Taylor says the program includes deal registration, marketing support, partner originated deal incentives, and technical and sales training.
“We don’t sell direct," Taylor adds. “Instead we choose to work with channel partners to help them create cost effective edge networking solutions for their customers.”
As Aerohive expands in the local market, Taylor advises Kiwi systems integrators looking to simplify and de-risk customer networks to watch this space, as the company plans to launch its new channel program in New Zealand, in early October.
To celebrate the partnership, Aerohive and Dicker Data NZ are hosting a partner launch event in Auckland on Tuesday 6 October 2015 at The Bluestone Room - for more details click here