Network Associates Inc (NAI) has established a three-tier distribution model and introduced a training program for its resellers in an effort to make "credible organisations" of its channel partners.
NAI Australasian channel sales manager Damon Crowe said after three months in Australia, it is time to shift sales to the channel. He said using the channel will give NAI more "breadth and depth" in the marketplace.
NAI has more than 120 partners, which are all value-added resellers. Crowe said NAI's goal is to create a "focused and competent" channel aimed at providing a "total solution with a strong service aspect.
"We have managed to attract many of the nation's leading network integrators, distributors, service providers, systems integrators and value-added resellers to sign up as Network Associates' partners," Crowe said.
Part of NAI's channel push will be the establishment of solid reseller training, which NAI has tagged as the Partner Program.
"We will provide an unprecedented level of training, 24-hour support and technical expertise to assist them in integrating these products into the solutions they are building the customers," Crowe said.
A range of initiatives, such as pre- and post-sales support provided by the new Professional Services team and an annual business partner conference, have also been developed to support the Partner Program.
NAI's inaugural conference, held in Wollongong last month, was well received by resellers, according to Crowe.
"Our new business partners gained an in-depth understanding of the industry's leading range of security and management tools through a series of presentations, workshops and technical sessions," Crowe said.
NAI will provide accreditation courses geared towards developing the high-end skills necessary for network security and management.
Network Associates entered the market late last year when McAfee acquired Network General in the US and then purchased the Paradigm Agency in Australia. The company's product line includes McAfee's Total Virus Defence, McAfee Total Service Desk and Sniffer Total Network Visibility.
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