WatchGuard claims its unsettled past in the Australian market will finally come to an end after replacing Ingram Micro with WhiteGold Solutions as its third distributor.
Sales director, Sven Radavics, who has been with WatchGuard for six years but landed his current role for just four months, claimed the combination of WhiteGold, Firewall Systems and Lan Systems was a “dream channel”.
“A lot of things weren’t working for us when I stepped into this role,” he said.
“A couple of directors in the past had differing ideas — some of them worked and some of them didn’t.
“But things have turned around for us. We now have the CEO’s ear and are implementing things we’ve wanted to do for some time.”
Former Australian managing director, Moheb Moses, left WatchGuard in April following differences of opinion with senior management regarding future company strategy.
Business manager at Ingram Micro, Rodney Thorne, said the distributor was disappointed to lose the WatchGuard account.
“We would obviously have preferred to have stayed,” he said.
“We hope that through this process WatchGuard stabilises its channel and looks after some loyal and patient resellers.”
Radavics said the move from a broad-based distributor to a niche player addressed comments he had been hearing in the market.
WhiteGold will provide sales support through dedicated, branded telemarketing, qualifying leads directly before passing them on to resellers.
“I didn’t wake up one morning deeply unhappy with what Ingram was doing,” he said.
“Our resellers had been asking for enhanced sales support and focused technical knowledge for some time, and WhiteGold was offering it.”
“I now have three distributors, each with clear differentiators,” he said.
“Firewall Systems has strong technical support, WhiteGold has the sales experience and Lan Systems has strong branding and marketing.”
WatchGuard’s relationship with WhiteGold’s managing director, Dominic Whitehand, and its sales director, Jonathan Odria, goes back years — both have worked with WatchGuard when they were at previous distributors.
“We are aiming to become the number one security distributor in Australia in the next 18 months,” Whitehand said.
“We have a set of complementary solutions in our portfolio, and are looking to add more.”
Whitehead said he was looking to grow WhiteGold’s reseller base from 30 to 70 permanent partners. He also hoped to find another 100 casual buyers of WatchGuard products.