Security vendor, Network Box, has adopted a channel model and signed its first distributor, Firewall Systems.
Under the new distribution deal, Firewall Systems will sell Network Box service delivery platforms, the consultancy and implementation services, as well as the ongoing support and management contracts.
While Network Box aims to provide the majority of its components to Firewall directly, some services components will be delivered via trained and certified partners.
Network Box general manager sales and marketing, Michael Grace, said the move to an indirect channel model was a home coming of sorts.
“When the company first looked to launch a channel in Australia [Q4 2002] distributors were hesitant to come aboard for a lack of case studies,” Grace said.
After the rebuff, Network Box went about gaining credibility by selling direct. In May this year, the company decided to revert to an indirect channel model and signed Firewall Systems as the company’s exclusive Australian distributor.
Firewall Systems executive technical director, John Labza, said its relationship with Network Box prior to signing was non-existent, as the two companies were competitors.
Labza said that by chance Firewall Systems had been moving towards a managed services model in order to create an ongoing stream of revenue for the company, and jumped at the opportunity to both expand its reach and remove a competitor.
“Network Box came to us as they recognised us as being the number one distributor for the WatchGuard range,” he said. “Now we can address the managed and end-user run spaces as the two ranges don’t cannibalise each other.”
Grace said Firewall Systems presented a compelling case which included aggressive national expansion plans, new investment and management developments, expansion of its Sydney operation, technical capabilities and a security reseller base.
Firewall Systems would act as the exclusive distributor of Network Box products for some time, Grace said, as this would best fit the company’s services-based model.
“You shouldn’t need two distributors,” he said. “It’s not a price point issue.”
The two companies will increasingly target the health sector, where, according to Grace, the company’s unlimited licensing approach is a particular advantage.