ACA Pacific has signed a new deal with Infoblox for its full range of enterprise network identity products.
Sales manager, Nova Basumatary, said the decision to take up the Infoblox product range was in line with its plans to concentrate on value-added products, rather than volume items. The US-based vendor's flagship products are the DNSone network management appliance, as well as the RadiuSone authentication device, which address the 500-1000 seat market.
"Infoblox addresses the corporate market, which is where we want to work," he said. "We're not interested in going for volume products or addressing the home and SoHO market."
Although Infoblox had opened a local office in March, it had not previously maintained a distributor and had sold product to resellers on an ad-hoc basis, Basumatary said.
ACA would initially target its existing large-scale integration partners to become tier one resellers for the products, he said.
Basumatary highlighted Commander, Dimension Data, Fujitsu and Volante as key candidates. The distributor also hoped to recruit specialist resellers working in the enterprise networking space.
The channel would be divided into two categories: tier one, or preferred partners; and tier two resellers. Both levels would be required to undergo pre-sales training, Basumatary said. Tier one partners were also expected to invest in a trial product unit.
ACA would conduct a 1-2 day training course for partners in conjunction with local Infoblox's local sales and engineer staff at its premises in Sydney and Melbourne. Tier one partners would also have the option of onsite training, he said.
The distributor planned to restrict reseller numbers to 10-12 nationally, Basumatary said.