Patch management software vendor, PatchLink, is to overhaul its Australian channel.
Represented locally for the past 18 months by sole channel partner, Ceanet, the company has announced it will appoint a distribution tier and begin recruiting resellers within a month.
The company has also hired former Ceanet security solutions sales manager, Peter Marini, as its A/NZ sales director to head up a new country office in Sydney.
PatchLink's vice-president of product management, Chris Andrew, said demand across the region had risen to a point where local investment was warranted.
"In 2000, when our product first hit workstations, it was a very hard value proposition for people to understand. But in the past five years everything has turned on its head," he said. "Every single vertical market has been hit with some kind of worm or virus, so security patch management has become an essential thing in most organisations."
Its Asia-Pacific managing director, Neal Gemassmer, said the investment strategy would provide increased levels of support to some existing global customers.
"We also want to build our local channel so we can pursue customers in similar verticals to those we have had success in across other markets," he said.
PatchLink would announce a value-added security distributor within a month, Gemassmer said. It would then roll out its global partner program.
The company is looking to appoint about four national systems integrators with professional and educational services capabilities as platinum partners, up to 10 gold partners to focus on specific verticals and up to 15 authorised partners.
Despite already having a de facto channel through its OEM relationship with Novell, PatchLink would work to avoid conflict in common verticals such as government and education, Gemassmer said. The company would also seek to attract resellers through annuity revenue streams and the potential for lucrative managed services.
"A lot of people are looking for a managed patching service and PatchLink can be set up to be automated and maintained remotely," he said. "Our commercial model is also similar to the AV vendors so there is an annuity stream built into our products."