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Tripwire enters Aussie market with Planwell

Tripwire enters Aussie market with Planwell

Resellers need to meet a certain criteria that involves dedicated sales and support staff

Configuration audit and control vendor, Tripwire, has entered the local market and appointed Planwell Technology as its distributor.

The US-based company has established an office in Melbourne and appointed Billy Louden as its local sales director. It has also added sales, support and marketing resources.

Planwell managing director, Matthew Barnier, said Tripwire's products fitted in with its business service management strategy.

"We can provide value-added services to their customers," he said. "We do a lot of ITIL consulting and have some assessment processes that we have developed ourselves."

Louden said it chose to work with Planwell because of its existing distribution partnership with BMC Software.

"It was a natural progression for us to use Planwell because our software ties in nicely with BMC Remedy Software," he said.

Louden was looking to establish a 90 per cent indirect channel model in the local market.

"We're looking for quality resellers, we're not going after quantity," he said. "We only target the enterprise market and we want large companies, not the smaller two-man shops.

"We also want somebody that has been around for at least five years that knows the industry and is well connected in this space." Barnier said enterprise resellers were the target market.

"It is more for people doing process work and assessment, enterprise and ERP kind of products," he said. "It's also for clients that are finding security and compliance are an issue."

Louden said partners will need to meet certain criteria including dedicated sales and support staff. They also have to undertake training sessions.

"We don't anticipate that our resellers are going to go off and create business on their own nor do we think we can create the business by ourselves - it takes a partnership to achieve that," Tripwire CEO, James Johnson, said. "It is very important we work with our customers to make sure they get the value out of the software."


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