US-based information security vendor, SafeNet, is planning to increase its channel sales following its acquisition of local security specialist, Eracom, in December.
The company operates a largely indirect model across Asia-Pacific but had its local figures skewed by the acquisition. With Eracom now accounting for a large percentage of its Australian operations, SafeNet regional sales director, Michael Ho, said indirect sales had dropped to about 40 per cent of its business.
"We currently have a mixed model in Australia because, to date, organisations such as banks have preferred to buy direct from Eracom," Ho said. "It was an Australian company and they had good relations with it.
"We would now like to flip that to 60 or even 70 per cent channel by the end of this year. The rest of Asia-Pacific is almost 100 per cent through the channel already."
Ho didn't envisage banks minding the switch to dealing with resellers in the future once they were made aware of the added value that could be derived from such a relationship.
SafeNet products are distributed locally by ACA Pacific and LAN Systems. Traditionally, it has also worked closely with Melbourne-based integrator, Senetas.
Ho said he was currently in discussions with LAN Systems to work out which resellers would be coming onboard to sell its full range of products.