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Updated: Trend Micro starts SMB reseller hunt

Updated: Trend Micro starts SMB reseller hunt

With an eye on the lucrative SMB market, Trend Micro is hunting new resellers.

Director of SMB, Dave Patnaik, said it was looking for two types of dealer - a handful of medium partners that were technically savvy and could offer other value-added security services; and small business resellers that needed less technical knowledge but would benefit from an understanding of servers.

While Patnaik wouldn't qualify how many resellers the security vendor currently had on its books, he said he wanted the new initiative to grow its SMB base by up to 50 per cent by the New Year.

"We are fully focused on driving SMB business through the channel. We have education and other programs for all of our resellers," he said. "Success in the SMB market can only come through partners."

Ingram Micro national licensing manager, Angela Logan-Bell, said the distributor currently had about 3000 licensing customers who purchase Trend software over the course of the year but continued to search for more.

The distributor has been working with Trend for the past 12-18 months on growing its reseller base through a variety of activities.

"We have a campaign in each state where branches are focused on new reseller targets," she said. "Trend has initiated this with our product manager."

About 2500 of its current Trend customers came from the Tech Pacific merger, she said, while 500 had been native to Ingram.

IDC analyst, Patrik Bihammar, said Trend was a fast mover in the marketplace.

"In 2005, Trend had 15 per cent of the market placing it second, a few points ahead of McAfee," he said. "Symantec remains in the lead with 40 per cent, but Trend is definitely the fastest growing in the Australian market at the moment."

Bihammar said results relating to the current year would be released in September.


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