IT consultancy, Roswel, has entered the distribution game with the Barracuda Networks range of spam firewalls. The move comes after the company shelved plans to develop its own anti-spam solution, managing director, Paul Wellens, said.
"In research for our own anti-spam product we came across Barracuda's and asked ourselves why we were developing our own," he said. "We looked at the potential of the box and decided to get into distribution rather than just reselling it."
The deal, which was signed in May, has only been announced now due to challenges the company experienced following high demand for the product, Wellens said.
"We had a few issues with making sure we had the right infrastructure in place as we had not been in distribution before," he said. "Initially, we were also bombarded with leads from Barracuda so we also had to hire three more staff to cope."
In order to grow its fledgling reseller channel from its current handful of trained partners, Roswel would use its consulting expertise to help sell the range into the competitive ISP and corporate markets, Wellens said
"We offer pretty much free consulting to get boxes through the door, so if any of resellers are not well equipped for whatever they are tackling, we would get involved for free," he said. "As the box is very competitive there is a fair bit of margin in it, so we can support those kinds of services.
"We also want to develop the channel, so if we support the reseller properly they'll hopefully come back to us."
Due to positive sales, Roswel was already looking to broaden its offering, Wellens said.
"We are looking at another deal for a software product, it's not anti-spam but it does target the same market. Barracuda also has a number of new products in the pipeline such as an out-bound anti-spam box," he said.
Meanwhile, Barracuda has set up a regional office in Melbourne to help boost lagging Australian sales. Sydney-based security specialist, Whitegold, was also added to its distribution ranks in September.
Regional manager, Paul Oxley, said local sales were falling behind other countries. He hoped establishing a local presence would attract more resellers to help grow market share.
"From past experience we have seen sales pick up substantially once we've opened regional offices," Oxley said.
There were no further distribution deals on the horizon, but he was actively seeking resellers, he said.
Oxley also planned to launch a reseller training program and marketing campaign similar to its European model next year.
"Our product should appeal to resellers because of its lack of complexity and subsequent short sale cycle," he said.