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Resilience not enough for Alstom

Resilience not enough for Alstom

Alstom IT has announced it is no longer working with firewall vendor, Resilience. It is the second change to the distributor's security portfolio in as many weeks.

The news comes after Resilience director, Mark Gamon, told ARN the company was in discussions with several players about replacing Alstom as its sole Australian distributor. He suggested Resilience had grown and now needed a larger partner.

But Alstom general manager, Greg Newham, said the distributor had ended the relationship.

"We did Resilience a favour and warehoused their stock for about a year - we have probably sold one unit and one maintenance contract in that time," he said. "They were focused on developing the Asian market. We decided there was no point in dealing with the product until things started to move in Australia."

Newham praised the Resilience product but said a high degree of attention was required to properly develop the market.

"The product is very high-end and needs a lot of focus from the vendor to get the market going," he said. "It's probably not a channel product - more of a specialist, niche one."

Alstom would now move away from the firewall market following its experience with Resilience, Newham said.

"We have made a decision to get right out of that whole market," he said. "We are now looking for products with good services opportunities around them - such as software and multi-purpose appliances - and those that fit with our other offerings."


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