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LAN Systems puts a Patch on security

LAN Systems puts a Patch on security

Following its recent opening of a local office and appointment of a country manager, Patchlink has appointed LAN Systems as its sole distributor for Australia and New Zealand.

Under the exclusive agreement, the distributor will also provide support and consulting services to resellers on behalf of the US-based patch management vendor.

Patchlink's Asia-Pacific vice-president, Neal Gemassmer, said a specific focus on security and its strong vendor portfolio made the distributor a logical choice.

"LAN also has the state-based specialty of a smaller distributor with the national coverage of a bigger player," he said.

LAN general manager, Wendy O'Keeffe, said it was Patchlink's recent local investment which prompted the distributor to work with it.

"We always look for the commitment," she said. "It's pretty important, because if they aren't here it's much more difficult to provide support and get investment for marketing and brand awareness."

Since signing the deal, the networking distributor had taken on a Patchlink business development manager to identify market opportunities and assist in recruiting resellers, O'Keeffe said.

Over the next month, both parties would work together on targets for reseller recruitment and sales growth.

As previously reported in ARN, the vendor is looking for four national systems integrators with professional and educational services capabilities to be appointed as platinum partners; up to 10 gold partners to focus on specific verticals; and up to 15 authorised partners.

To avoid channel conflict between the distributor and Patchlink's OEM partner, Novell, a dedicated resource had been placed at Novell to oversee deal and channel registration in common verticals like government and education, Gemassmer said.


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