It may have an international giant baying for its blood, but far from shying away from the challenge, Australian antivirus software developer Cybec is looking to enter a new phase of growth.
Aiming to work more closely with Australian resellers and integrators, Cybec has announced that it has signed on Q*Soft as its first distribution partner. Together with the recent appointment of former Hewlett-Packard executive Chris Morrison as CEO, and an upcoming line-up of new security offerings, Cybec feels it is ready to surge forward both locally and internationally.
With Network Associates declaring recently (see ARN August 26, page 1) that it is in "annihilate VET mode", Morrison knows he has a fight on his hands. However, the former director of sales and marketing of HP's Asia-Pacific software division is confident Cybec can more than hold its own.
A greater commitment to the channel will be a centrepiece of Cybec's new strategy. Its distribution agreement with Q*Soft will expose the distributor's 5000 resellers to the VET product.
It is sure to boost the Australian developer's presence in the channel, which is already surprisingly high, according to the recently released Inform research. It showed VET running second, just behind Symantec and in front of Network Associates.
Morrison is aiming to push all of Cybec's volume and ongoing sales through the channel.
"We will be using our direct sales force to break into those organisations where we don't yet have a presence. We don't expect our resellers to lead right now, because most of them aren't yet in that business mode," he said.
Nevertheless, Morrison would like to think around 50 per cent of new business would be generated by its channel.
Morrison is also eyeing international markets and, ironically, he feels that Network Associates' predatory tactics have opened Cybec's biggest overseas opportunity. In the UK, where Network Associates has gobbled up that market's leading antivirus product, Dr. Solomon's, he believes there is an opportunity for Cybec to establish itself as an "alternative".