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Australian reseller cashes in on enterprise security success

Australian reseller cashes in on enterprise security success

Catering to Australia's reputation for early adoption, Internet Dynamics has launched an Asian Partners Program (APP) to attract resellers and assist them deliver and support its Conclave enterprise security solutions.

In Australia to launch the APP, Internet Dynamics' vice president, international operations, Myril Shaw told ARN last week the program is a formalisation of its channel initiatives which have been extremely successful since launched in the US 18 months ago.

One such success story is Australian reseller Mulder Communications which has been integrating Conclave into Virtual Private Network (VPN) solutions for 12 months.

According to Les Mulder, technical director at Mulder Communications, Conclave has helped Mulder Communications introduce Internet communications solutions and bring huge savings to global enterprises.

"We saved one international organisation over $750,000 on its annual international phone bills alone by implementing a Conclave-secured Internet telephony solution," Mulder revealed.

"We found the Conclave product integrates well with a variety of communication systems."

Internet Dynamics' Shaw said that in order to safeguard reseller margins, the vendor will restrict the number of partners it takes on to avoid channel conflict. In most cases, resellers who do use Conclave as a component of network and/or security solutions will experience value-added services of 5-10 times the value of the product, he said. "The ideal resellers of Conclave are those with network solutions experience and knowledge of exactly how their clients' networks really function," Shaw said.

"We feel that to be effective in Australia, we need a core of about 20-30 highly qualified resellers."

Shaw believed typical areas where resellers will find value-add sales would be in consulting on the levels of sophistication required, in planning security policies as well as planning and then undertaking implementation.

"Integrating the solutions with authentication hardware such as biometric devices or smart cards will also be part of the equation," he said.

According to Shaw, local resellers wanting to take on Conclave will be able to take advantage of a heavy Asian focus from Internet Dynamics over the next six months or so. He said the partners program would provide training, sales support, technical support and joint marketing opportunities for resellers.

"We are now putting substantial time, energy and resources into building our channels in this region, so this is the right time for partners to come on board.

"We are not just throwing the tools over the fence and saying 'go to it'. We are really going to support them," he said.


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