As a part of its strategy to implement a 100 per cent indirect model, SurfControl has appointed Avnet as its first local distributor.
SurfControl national partner manager, Daniel Crnkovich, said the decision to adopt a distribution model was based on its expanding product suite and increased sales.
"Part of looking at the distribution model was to help us meet market expectations. With the reach Avnet provides us, we will have nationally placed resellers that can deliver our products," he said. "They are a national distributor with an international presence: they seemed to fit our model and culture a lot better than some of the other distributors out there."
Avnet will have access to the whole product range, including exclusivity to both Web and email appliances, Crnkovich said. Avnet general manager, Gavin Lawless, said it was the first real security vendor it had signed on.
"What this means to us is that we now have a security business, which will form the foundation of a security practice. We can grow our skills in this area, which up until now has been limited to security products that we sell through Alcatel and Enterasys," he said. "Over the past 12 months, we have been on a very clear path to expand our vendor portfolio and get bigger in areas such as storage, networking and security. With SurfControl, we now have a more complete array of products to sell to our partners."
Crnkovich said Avnet already had relationships with at least 70 per cent of its partners. It currently has about 100 dealers on its books. Partners would be provided with access to the vendor's global channel program. It will also provide specific promotional activities and rebate programs, he said.
Crnkovich anticipated a lot of growth would come from appliance and on-demand markets.
"It's an exciting time for SurfControl. There is a lot of growth opportunity, especially with on-demand solutions and we are seeing that as spam becomes more and more of a problem," he said.