Firewall vendor, WatchGuard, is working hard to attract new resellers in a bid to boost local sales by 50 per cent per quarter.
Recently appointed sales director, Sven Radavics, claimed 10 new resellers had joined the company in the past few weeks and a handful of dormant partners had renewed interest.
WatchGuard has more than 300 resellers nationally. Of these, about 25 make up a dedicated core that it hopes to double.
Radavics said he wanted to spend time educating the core to ensure both sides knew each other, their businesses and the products.
"Rather than be a vendor telling them what to do, we meet them, see their needs, see what businesses they are targeting, and take a consultative approach," he said.
WatchGuard Asia-Pacific managing director, Jeff Hurmuses, said the company wanted to avoid the confusion of having too many distributors – it currently sells through Firewall Systems, Lan Systems and Ingram Micro.
While he realised some resellers would sell product occasionally, core members were moving more than $10,000 a month, he said.
Launched in February, the vendor’s new Firebox X allows users to remotely upgrade the firewalls and add more services by using a key.
This meant a small but growing firm could buy a basic model and add more services such as Web blocker, spam screen and desktop virus from the same platform, the company said.