Admitting that its performance in Australia has so far been relatively disappointing, Secure Computing is out to rectify that by dramatically beefing up its channel presence.
The security specialist is looking to add another distributor and attract additional resellers to sell its line of "end-to-end security offerings", said Bernie Reilly, the company's managing director for Asia-Pacific. These products include firewall, authentication, encryption as well as inbound and outbound filtering software.
Secure Computing is 100 per cent indirect and according to Reilly offers particularly attractive margins to resellers and distributors.
"The firewall is becoming a commodity product, but being end-to-end means there are all these other products that still have particularly high margins," he said.
Even Secure Computing's new Professional Services organisation offers its services through the channel. Typically, resellers will introduce the Professional Services organisation to the customer and will receive margins in the vicinity of 30 per cent for doing that. Reilly claims that Secure Computing has the world largest security services organisation.
Secure Computing was perhaps the first security company to embark on an acquisition trail, buying companies in order to build up an end-to-end security solution. While companies like Network Associates have followed, Reilly claims Secure has a significant lead with the level of integration between its products.