Security vendor, Astaro, is looking to shake-up its channel following the local launch of its hardware appliances.
The products are now being sold through local distributor, ish. A partner of Astaro for the past five years, ish was previously restricted to selling its firewall and security software. However, the vendor is now bringing Australia up to speed with the rest of the world in regards to its sales ratio of software to hardware. The local business will now comprise 80 per cent hardware to 20 per cent software.
Astaro's Intel-based firewall appliance runs off a hardened Linux kernel. ish CEO, Ari Maniatis, said the local product launch would potentially benefit all of its resellers.
"First and foremost it is easier for end users to understand the appliances. Even though the software solution is used to create a dedicated firewall device from commodity hardware, there has always been some confusion in the market between Astaro's offering and low-end home user software such as Zone Alarm," he said. "Resellers are now able to point to a box and say 'this is the product, but by the way, if you don't like that hardware I can offer you something cheaper/more expensive to suit your exact needs'. So even if resellers don't sell the hardware, we believe it helps clarify the Astaro product in the market.
"We expect this to be most important for sales in the $5000-$10,000 range."
Astaro's US-based vice-president of sales, Alex Quinonez, who visited Australia earlier this month, said the move would be good for existing partners as it gave them an additional product in their arsenal.
"But to achieve that scalability we will need to increase the number of partners to 12-15 in order to provide Astaro the bandwidth and the footprint to be able to sell to the SMB market," he said.
Quinonez said he was also looking for additional distributors. Those with a history in networking products, along with storage and security, were ideal candidates.
"[Distributors would] have a logistics capability, and their resellers are looking to increase or build their security practice," he said.
Since Quinonez's visit, Astaro has signed up several partners including Austnet Support Group, IceFire Technologies, Netadvanced, and Chillisoft.