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Firewall gets TippingPoint deal

Firewall gets TippingPoint deal

Firewall Systems has become the first and sole Australian distributor of TippingPoint's range of intrusion prevention security products.

Marketing director, Nick Verykios, said it had been chosen because of its specialist security focus and breadth of support services.

Because of the complex nature of the technology, resellers had tended to shy away from taking on intrusion protection products, he said.

"We will be able to provide these products with our Fireblanket support, FireProof systems check and project management services," he said. "This will make it easy for resellers to integrate intrusion protection support for customers."

Verykios said the deal was also indicative of the way communications vendors were branching out from traditional infrastructure partnerships to engage the specialist security channel.

TippingPoint was acquired by 3Com in December last year for $US430 million.

Recently appointed TippingPoint Asia-Pacific director, Ray Massey, said the vendor had previously fulfilled resellers in Australia directly.

It had opted for Firewall because of its sole focus on security, he said.

The appointment was part of a broader plan to grow its Australian and regional presence.

"It's all we do, so I saw a good synergy between us," Massey said.

Although the deal is not exclusive, Massey said he had no plans to dilute its distribution tier by appointing additional distributors.

However, 3Com resellers were being given an opportunity to also take on TippingPoint products, he said, provided they signed an additional agreement and undertook the necessary training with the organisation.

Resellers looking to take the TippingPoint products on boards would be required to have at least two engineers certified on the products, as well as complete sales certification training, Verykios said.

The products would be targeted at its existing base of resellers.

"We don't want 50 resellers out there selling TippingPoint," he said. "I think 24 resellers would be enough to cover the country."

Firewall has five existing partners signed up to undertake the first bout of training in October.

TippingPoint trainers would conduct the initial training, with the distributor conducting all future courses, Verykios said.

The distributor expected to reap $4 million in its first year of TippingPoint sales, Verykios said. About $1.5 million was already in the pipeline.

Alongside partner training, both organisations would be actively growing end-user awareness of the technology through roadshows and seminars, Verykios said.

While the products had a place in the enterprise market, he also forecast strong sales in the mid-market space.

"The mid-market is the sweet spot - they are the ones spending," he said.


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