Some IT channel companies identify products or market segments in which they can see opportunities, and then manoeuvre their way to a position from which they can exploit them. For networking specialist Janteknology the opportunity to distribute products like WinGate has presented itself as a natural consequence of selling and installing lots of copies.
Designed for the Windows 95/98/NT environment, WinGate is a software product intended to help enable and manage shared access to the Internet, and is described as a proxy server firewall package. WinGate Standard is designed for the small business market while WinGate Pro is suitable for medium-to-large enterprises. According to Janteknology marketing director David Lewis, the release of WinGate 3.0 heralds the first client/server software package for the home user and consumer market.
Although starting off as a value-added reseller in 1994 specialising in networks and Internet access, Janteknology has been distributing Deerfield products including WinGate since 1997. It also distributes the mail server MDaemon.
Founder and managing director Neil Jansons said that their background as a VAR, specialising in networks and Internet access, qualified them to talk about the products intimately. While some resellers might be concerned about sourcing products from a potential competitor, the distribution side of the business is kept separate, according to Jansons. "It's a services-based business, where any reseller supplying products like WinGate or MDaemon is most likely to already be providing Internet and other related services for their customer, and we are able to support them with our knowledge and experience with the products," he said.
Lewis added that Janteknology's distribution model will suit other smaller vendors of "plug in products that provide useful functions", and that they were interested in developing their portfolio.
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