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Firewall to grow UTM business with Crossbeam

Firewall to grow UTM business with Crossbeam

Networking vendor, Crossbeam Systems, has appointed Firewall Systems to expand local take-up of its Unified Threat Management (UTM) products.

The specialist security distributor joins LAN Systems, which was signed up by the US-based company in July.

Firewall marketing director, Nick Verykios, said the products gave it the ability to provide key top-end security applications from Check Point and Trend Micro on a centralised platform.

Firewall would be able to differentiate itself from LAN Systems, he said, by providing fully managed services around the Crossbeam products.

"As a product, everything has to come together at distribution," he said. "We are distributing key software applications that sit on top of the hardware, plus providing enabling services, finance leases, configuration, maintenance and load balancing tests. These can be a high cost for integrators, so we're reducing the risk for them at a distribution level."

Although Firewall already carried a UTM appliance from Network Box, Verykios said the Crossbeam range would allow it to move into the high-end of town.

"Previously, with the Network Box products, we stopped at the mid-market," he said. "Crossbeam reaches the very high enterprise and telco segment down to mid-market."

Because of the nature of the products, resellers would be required to undergo comprehensive engineer and sales training, Verykios said.

"This is not a second or third quote sell - it's a consultative one, so we need to prove resellers can do this," he said.

Crossbeam country manager, Peter Owen, said the appointment coincided with the launch of several new products in its C-Series UTM switch range.

The vendor had also introduced a new SecureShore network management system to provide users with centralised configuration services for up to 1000 of its devices.

Firewall was a likely choice because of its existing partnership with Check Point, he said. According to Owen, up to 80 per cent of its business was derived from Check Point applications.

The distributor also offered a range of managed services to resellers which would assist with growing Crossbeam's partner base, he said.


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