Israeli network traffic management vendor, Allot Communications, has opened an office in Melbourne and signed up an additional distributor, ChannelWorx.
Allot regional sales manager A/NZ, Jonathon Gordon, will head up the Melbourne operation.
He said this illustrated the company’s commitment to the region.
“The first thing resellers ask is whether we have an office in the region, as they’re always interested in a local presence,” Gordon said.
The office would be used to provide traditional sales and marketing support, he said. It would also act as a business development hub for bringing contacts and sales back through the channel.
ChannelWorx managing director, Scott Lidgett, said the distributor had known about Allot’s products – as well as those produced by rival traffic management vendor Packeteer – for three years but had decided they were too far ahead of market demand.
The decision to rethink this policy had stemmed from a recent spike in market demand for packet shaping and traffic management solutions, he said.
“Even with the proliferation of broadband, demand has already matched supply,” Lidgett said. “It doesn’t matter how much bandwidth is available – auto updates, peer-to-peer networks, VoIP, graphics files and video chat have filled it up.”
Allot’s product range includes the NetEnforcer line of bandwidth management LAN appliances, designed for carrier service provider and enterprise networks, and the NetReality line of traffic management WAN and LAN tools for enterprise networks.
By stocking both the NetEnforcer and NetReality products, ChannelWorx will have product suites to address the lower and upper ends of the spectrum, Lidgett said.
Gordon said resellers of Allot’s NetReality and Net Enforcer products would be kept to a minimum to ensure quality of service.
Ideally, five to six integrators would operate in each capital city, he said.
Allot would heavily target what it saw as an emerging market for its NetEnforcer product in the secondary and tertiary education sectors, where quality of service issues on networks were being dramatically undermined by the growing use of peer to peer services, he said.
“Education has one leg in corporate and one leg in the service provider markets and has the problems of both,” he said.