Network Associates, a provider of enterprise network security and management solutions, has announced that 90 per cent of its business in Australasia is to be channelled through a Partner Program by the end of 1998.
Created last year by the merger of McAfee Associates and Network General, Network Associates is a self-professed "new kid on the block", and has decided to turn its back on its current direct selling technique in favour of a channel model.
The company is currently negotiating entry to its Partner Program with several systems integrators, network integrators, distributors, service providers and value-added resellers. Damon Crowe, Network Associates' channel sales manager, believes there are excellent opportunities for interested partners.
"We've got a brand new organisation to bring to the marketplace, in terms of all these players being together under one umbrella . . . And its a billion dollar organisation this year -- we're going to the marketplace this year via our partners here in Australia," he said.
"It is an ideal opportunity for our partners in two areas: one to penetrate new accounts, and second, to go and cross sell in accounts they are already in," he said.
On board already are distributors Tech Pacific, LANsystems and Q*Soft, and System integrators Anite Networks, Anixter, Scitec and DLM.
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