Value-added distributor KNX has taken on sole Australian distribution of products from security-specialist Securicor 3net, following that company's closure of its local operations. The move sees KNX adding Securicor's high-security routing and ISDN-access hardware to its own complement of ISDN and remote access products.
KNX managing director Charles Greatrex said his company had been dealing with Securicor for a number of years, and had suggested to them that a distribution model was a better proposition in Australia than direct sales. Hence, when Securicor closed its Australian office it made sense to take on the range.
"The router marketplace is rapidly maturing," said Greatrex. "Customers are looking for a range of solutions, and they want to try and deal with one company that can provide them with that, rather than having multiple relationships with companies that deal in fairly specialised or vertical ends of the business."
Greatrex said he has been keen to ensure that his company had sufficient technical knowledge of the Securicor range prior to commencing the relationship. He has brought the company's former general manager Martin Claridge on as northern region manager, while Securicor's former Victorian sales manager has joined KNX as an account manager.
With the addition of a number of Securicor's technical staff, Greatrex is confident KNX has the people on board to ensure continuous service to resellers.
Ensuring channel remains
He is now working to ensure that those existing Securicor resellers understand that the channel remains in place; "with people they have probably dealt with before and are interested in maintaining their margins for them, and making the market active for the overall product range", he said. His second task is to continue to expand the number of resellers that were using Securicor and KNX products.
Taking on the Securicor range fits into his desire to increase KNX activities in the network security marketplace, Greatrex said. KNX already distributes a number of dedicated security products.
"We now have a focus which is remote access, and the technologies required to make remote access secure," Greatrex said.
"The area where we're going to be putting a lot of investment in is making sure that companies understand that we are now offering a range of products that have security as part of the core function of the product, rather than as an after-market add-on." Greatrex believes the products may represent up to 20 per cent of KNX's total business.
While KNX has broadened its offerings from its ISDN heritage, he doesn't believe the company has changed fundamentally from its role as a value-added distributor.
"We're not just selling components, we're selling solution, backed up with support. We see our role as being a company that's capable of saying we know this is fairly difficult stuff, but we're here to make it easier for you."