Networking vendor, Crossbeam Systems, has chosen LAN Systems as its sole distributor as part of plans to beef up Australian sales. The US-based company has also established a local office with three staff, including two engineers.
Newly appointed country manager and former Packeteer territory manager, Peter Owen, said the decision to go with LAN Systems was largely based on its existing relationship with Crossbeam premium vendor partner, Check Point. LAN's US parent company, Westcon, maintained a partnership with Crossbeam internationally, he said.
The distributor was also a good choice because of its ability to provide value-add services, such as training facilities, sparing services and application implementation, he said.
The pair would jointly develop a marketing strategy locally.
Crossbeam Systems is a network security vendor specialising in blade-style switch technology.
According to Owen, about 80 per cent of its business is related to Check Point applications.
LAN Systems product marketing manager, John Penn, said Crossbeam would act as a complementary technology to Check Point.
"From a technology perspective, the Crossbeam box provides enterprises with redundancy for multiple security applications," he said. "It will be an extension of our security portfolio supporting mid- to high-end users."
Although there was no plan to target specific vertical markets, Penn said the products were particularly suitable to partners operating in the banking and finance sectors.
To coincide with the new deal, LAN would soon bring its global Security Point program to Australia, Penn said. The initiative was focused on equipping partners with the tools to deliver complete security solutions.
Prior to LAN's appointment, sales of Crossbeam products had been through resellers, Dimension Data and Vantage GVT. It has since added Oz Networks to the mix.
The company was committed to a 100 per cent indirect model, Owen said.
"It takes a huge amount of investment to fulfill direct sales," he said. "The only way to scale up is through a channel model." The vendor is now on a recruitment drive to boost its reseller ranks.
Owens said it was keen to sign up about 10 partners across Australia and New Zealand.
"We are looking for outsourcers and large integrators, as well as tier two partners who can service the medium businesses that are fringing on being large enterprises," he said.
Under its authorised reseller program, partners will be required to complete a certification in either its X-series or C-series products. Those wanting to provide ongoing maintenance services would also need to qualify as a servicing agent.
Partners would need a minimum of two engineers certified, Owen said.