Distributor advises resellers to target SMEs

Distributor advises resellers to target SMEs


There is a growing market for resellers to sell security products into SMEs, according to distributor Digital Networks Australia (DNA).

DNA's director of sales and marketing, Munsoor Khan, believes that in the next one to three years SMEs will have Web servers at their own premises and become increasingly aware of the need to secure themselves.

`What we're trying to promote to the reseller community is that selling a firewall is the beginning of the relationship, and not the end,' Khan said. `The message we're sending to the market is that security is a serious business.'

According to Khan, in the next year a lot of resellers will be asked by their customers about security. `I think the average reseller at the moment doesn't know a lot about security and perhaps the business will be going elsewhere.' Khan sees products, such as the NetScreen ones it distributes, as offering these resellers a solution because they are easy to understand and install.

DNA has recently been appointed as the sole distributor in Australia for NetScreen Technologies' products. Khan said it was chosen because it already had experience in the security market, particularly in products which reported on firewall activity, and had an established reseller base. NetScreen products include firewalls and firewall management software.

DNA has a security partner program, of which NetScreen was a pivotal product, Khan added. Partners' benefits include access to product at reduced prices for demo purposes, training and joint marketing activities. Along with its security partners, Khan said other resellers will have access to its security products.

By Vivienne Fisher

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