Infotronics optimises new vendor deals

Software distributor, Infotronics, has signed two new distribution deals under plans to boost its server optimisation nous.

The company has joined itX as a national distributor of application security software from AppSense. Technical director, Phil Lancaster, said it was appointed to deepen the vendor's reach in security markets.

A key to this would be utilising Infotronics pre-sales support and technical knowledge in application management, he said.

"We will be focused on developing areas of sales AppSense hasn't been as involved in," Lancaster said. "There are a number of partner opportunities requiring a level of technical engagement which they just can't keep up with. We want to help partners to deploy the whole picture -not just the AppSense products."

He cited the control of servers and desktops through group policy management as one area Infotronics already participated in with the DesktopStandard products. The distributor's thin client skill set was another growth area.

"AppSense has products to enhance the 'bang for buck': the delivery of existing hardware and virtualisation," Lancaster said. "The entire range fits well with us."

AppSense vice-president of sales, Sean Walsh, said it had decided to bring on Infotronics for its heavy technical focus. The distributor's steady growth in the past few years, as well as complementary product lines, was also a plus.

"We want to make sure the channel is technically aware and up to speed," he said. "This focus will help them to sell solutions and services which can earn more margin."

Walsh said it hoped to grow its state-based and SME partners through the new distribution deal.

He said the vendor was looking for growth in all technology and vertical areas, rather than niche markets.

Infotronics has also become the first local distributor for optimisation software company, PlateSpin. The Canadian vendor's flagship product, PowerConvert, provides server consolidation, migration and disaster recovery across blade or virtual environments. Lancaster said PlateSpin previously dealt directly with its Australian resellers.

"We have bumped into the company many times as a number of our key Softricity partners are working with these products," Walsh said.

Infotronics planned to co-market the PlateSpin range with products from AppSense as a full server consolidation platform, Lancaster said.