US-based networking vendor, Aventail, is looking to make a vertical channel play as part of plans to push its remote access technology further into the local market.
"We want to establish relationships with vertically-focused ISVs who incorporate remote access as part of their total solution," US-based director of channel marketing, Harvey Storms, said.
Key verticals where remote access was a growing requirement included government, health, financial services, legal and manufacturing, he said. In addition to specialised ISVs, the company was also looking for more representation from security and network-focused VARs.
The vendor is also looking for partners that can introduce value-added services, such as managed SSL or combining an SSL VPN with a CRM or accounting package.
"We don't want to saturate the market with too many VARs," Storms said. "We want the right mix of partners."
The vendor already has a relationship with Loop Technology, formerly known as Kanbay, and Seccom Networks. It competes with players such as Juniper and F5 Networks.
In citing market opportunities for 2006, Storms said partners could look towards growth in the mobility segment, as well as pitching SSL VPN as an IPsec replacement technology.
The vertical market partner push comes in the wake of Andrew Draper's appointment as A/NZ sales manager, and the opening of a Sydney-based regional office.