Firewall gets closer to the edge

Firewall gets closer to the edge

Firewall Systems has branched out of its security niche, signing a sole distribution deal with US-based wireless infrastructure vendor, Aruba Networks.

The deal augmented plans to expand out from its security heritage to vertical markets and the edge of the network, Firewall marketing director, Nick Verykios, said. Aruba would sit alongside its recent partnership with wireless player, AirMagnet.

"We want to cover every part of what the user does," he said. "It's about the use of data and optimising it. This is why we signed with F5 Networks, which isn't a security vendor."

Verykios said the Aruba partnership was one of the most significant struck by Firewall in the past two years.

He claimed the technology signalled a major shift in the way its resellers would approach customer networks.

"There are three big elements to delivering to the user edge: convergence, mobility and security. All of these are touching together. But the security has to be with the user of the device," Verykios said.

"This deal justifies our decision to start with security. As that goes mainstream, we're going into the infrastructure market [storage, VoIP, infrastructure]. From there, we're focusing on securing the mobile edge, rather than just edge routers and switches."

The Firewall team takes over from Sydney-based communications distributor, Zircon, which had been distributing the products for 12 months.

Aruba managing director, David Humphries, said Zircon had 90 days to complete its business.

"We needed to take the rollout of our channel model to the next level," he said. "That leaves us to focus on demand generation, which is what the resellers want."

As well as product distribution, Firewall will manage and maintain Aruba's channel program. This puts resellers into three categories: enterprise solution providers, solution providers and general partners.

Mid-tier, solution providers would need to commit to sales training and demo kits. Enterprise partners would also need to complete vendor certifications. In return, Humphries said its top tier would get better buy breaks and deal protection. However, he stressed all would be given access to special pricing where it would help keep existing customers.

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