Network management start-up strikes DFAT deal

Network management startup, Opengear, and its channel partners have struck an arrangement with the Federal Department of Foreign Affairs and Trade (DFAT).

Opengear's open source software provides centralised management of distributed infrastructure solutions. The DFAT deal will see 200 Opengear CM4116 console servers deployed to international sites over three years.

Local integrator, Ethan Group, led the contract response on Opengear's behalf. Dimension Data, Alphawest and Commander will also be involved in supply.

Opengear is a US corporate entity, but was founded in Brisbane. Despite this, the startup has only just commenced sales in the local region.

Opengear CEO, Bob Waldie, said the DFAT contract was the best possible first win.

"It gives us international credibility, because people know the imperatives with security when you're talking about foreign embassies and trade and global security offices," he said.

As part of local expansion plans, Opengear is looking to build out its channel and has appointed Leanne Ramsay as regional vice-president of sales. She was previously head of sales and marketing at Avocent.

Ramsay said her initial point of focus is to determine market strategy and select suitable partners. The vendor is hoping to have about 20 partners in non-competing environments.

"Typically we'll be looking to leverage the skill sets of the larger integrators, or people who have a specialisation in a certain area, such as telephony or datacentre management," she said.

Ramsay said Opengear would not look for distributors initially but could consider it if the company met first-year sales targets.

"We believe the technology is still complex enough that it requires us to work directly with the partners," she said.

Opengear provides resellers with architecture, pre-sales and lead generation support.