Firewall Systems has added Trend Micro to its expanding vendor ranks with an exclusive agreement to distribute its new managed antivirus service.
The offering will sit within Firewall's portfolio of managed services offerings (MSO), which goes live next month under its Firewatch umbrella.
Its marketing director, Nick Verykios, said the relationship encompassed Trend's MSO and associated licenses. The distributor would not be stocking any of its shrink wrapped AV products.
"We will be focusing on the 200-500 seat market, moving installed AV users to an MSO," he said.
Firewall would initially target Trend Micro's existing channel to sell the service, Verykios said. This would allow it to increase its reseller base from 300 to around 500.
"The advantage to resellers is that they get to keep the customer by selling the Trend MSO and we have no direct contact," he said.
New resellers and integrators with antivirus skills would also be sought, Verykios said.
Trend Micro A/NZ managing director, Chris Poulos, said the new services were targeted at resellers working in the SMB space.
It was particularly suited to those working in the sub-100 seat market that had not previously held a services role, he said.
The MSO includes antivirus insurance policies as well as automated 24x7 response programs, he said.
To coincide with the focus on services, Trend will also launch a new channel program this month. The new initiative will see it will replace its platinum, gold and silver tiers with three new levels: National Reseller Organisation, Premier Partner and Associate Partner.
The vendor would also introduce higher certifications via its Certified Security Expert program to help improve reseller skill sets, he said. The changes were intended to bring the vendor into closer contact with its channel, Poulos said.
"The refresh will involve working directly with premier partners," he said.
Increasing its SMB market penetration through existing distributors - Alstom, Ingram Micro and ChannelWorx - would also be a priority during the next few months, Poulos said.
"We want to focus on segmentation in specific markets and we need more bandwidth, in terms of resellers, to touch these markets," he said.