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MessageLabs targets smaller resellers

MessageLabs targets smaller resellers

Messaging security and management services provider, MessageLabs, is set to unveil a new partner program aimed at resellers servicing businesses of 25-50 users.

The Associate Program would target dealers working with smaller customers that traditional MessageLabs resellers - including IBM and MCI - haven't previously reached, Asia-Pacific director of partners, Andy Lake, said.

"We intend to launch the Associate Program soon. At its most basic, it will be a referral program," he said. "A reseller might be putting some hardware into a small business - like a mail server - and will be able to offer that customer the exact same managed security service used by the US Federal Reserve, NATO and the London Stock Exchange. They will receive a referral fee for doing so."

Lake said smaller resellers could also provide the MessageLabs service rather than simply referring the customer on.

The program will help form part of a major push into the Australian market.

Both Lake and MessageLabs Asia-Pacific vice-president, James Scollay, relocated to Sydney at the end of last year to head up a concerted assault on the local market.

"In terms of a market opportunity for our partners, this year is it," Lake said. "We will launch a number of new products that go beyond email protection and, aside from the Associate Program, we are also working on new partners at the Certified Partner and Global Partner levels.

"Ultimately, we want any business in Australia to be able to utilise a relationship that they already know of to procure a MessageLabs service," Lake said.

MessageLabs will widen its security net with services covering the Web and instant messaging in early 2006. It has further plans for solutions covering mobile and voice services.

Lake said the introduction of the new services would see MessageLabs revenue increase by a factor of 10 - even based on early 2005 figures.

"From our experience in the UK 12-24 months ago, we think the market for advanced security services in Australia is about to go through a similar market flash," he said. "We know the factors that led to it in the UK and we believe that those same factors are here, or close, in Australia. These include the scale of unwanted content going into businesses, particularly via email, and also compliance."


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