LAN Systems upped the ante in the security market last week when it signed on as a distributor with leading vendor Check Point.
The announcement comes as LAN Systems looks to ramp up its professional services capability, with sec-urity being one of the key markets the value-added networking distributor will attack.
For Check Point, the deal should help it broaden what is a growing channel base.
According to Australia and New Zealand regional manager Peter Sandilands, it needed to bring on another distributor because the virtual private network market is set to explode. "Two years ago we were selling encryption in one in 12 firewalls, at the start of last year it was one in four, and currently it's one in two."
Speaking to ARN last week LAN Systems managing director Scott Frew said the new partnership resulted from "reseller demand". As exclusive distributor of Xylan, which incorporates Check Point's firewall as part of its solution, its resellers were exposed to the technology but were not able to go to LAN Systems to source the entire Check Point product set. "Our resellers kept telling us that they need Check Point, and we need a distributor who can give us the service and support we need," Frew said.
LAN Systems will rely heavily on its service and support infrastructure to differentiate itself.
"Most resellers don't have the time or the resources to employ a full-time security specialist, so we can fill that hole," Frew said.
The distributor will now ramp up its security services offerings and, according to chief marketing officer Nick Verykios, will put together a program that helps resellers formulate a total security solution for customers.
"Security is not just about data security, it's also about physical security. So we're going to be working with physical security companies and will help put together alliance partnerships between our resellers and physical security resellers."
Up until now, Check Point has relied on the one major distribution partner, Express Data. The news of LAN Systems' appointment obviously took Express Data by surprise, and at the time of going to press, ED was preparing its response to the announcement.