MailGuard moves closer to partner-only model

MailGuard moves closer to partner-only model

MailGuard is on target to achieving an almost channel-only sales model which the security services providers says is key to boosting market penetration.

Earlier this year, the managed security and content filtering vendor launched a new channel program which classified resellers into tiers and redesigned the partner revenue stream.

In January, 65 per cent of its sales were fulfilled indirectly. Since then it has grown partner numbers by 25 per cent, ensuring it is on target to reach a direct and indirect sales ratio of 25 per cent - 75 per cent.

"Over the next 18 months we are aiming to achieve up to 85 per cent indirect sales," director, Craig McDonald, said.

New partners on-board include regional player, Pacific Internet; WA-based Netwest and YourASP; Dolphin Integration in Victoria; Ozsmart from Sydney and national provider, Ovation.

McDonald said its direct strategy was restricted to filling the gaps where its channel was not yet fully developed - either geographically, by industry or by skill-set.

"We have also traditionally focused our direct efforts on establishing a strong brand presence and reference base of well known clients/leaders in industries that our channel partners can now draw from," he said.

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