Astaro to increase local footprint

Astaro to increase local footprint

UTM vendor appoints Melbourne-based VP for regional push

To enhance local brand awareness, US-based unified threat management (UTM) vendor, Astaro, has hired Bryan Stibbard as its Asia-Pacific and Japan (APJ) vice-president of sales.

Stibbard said the previous regional VP was located in Germany, which was not conducive to growing local business. Stibbard will be based in Melbourne.

"The Astaro brand is large in Europe, and we have a strong presence in Japan and South-East Asia, but we've never really had people based in Australia," he said. "We have completed a two-week road show to really kick off our operations here."

In January, Astaro signed a distribution deal with Melbourne-based TechPlus Distribution.

Stibbard was keen on recruiting more local resellers, who would be given access to the 'My Astaro' partner portal, which provides automated quoting tools and marketing development funds.

The vendor's program is split into three levels - Authorised, Preferred and Premier. To gain Premier status, partners need to reach sales targets and have a specific number of certified engineers. Locally, Astaro has about 25 partners.

"I'm really looking at partnering with resellers that have a strong mid-market presence, good security knowledge and skills," he said. "I'm not looking for hundreds of partners, I want to keep it specialised to a certain degree."

Stibbard said the sweet spot would be organisations with between 50 and 600 seats. By the middle of next quarter, he planned to have pre- and post-sales staff based in Sydney and Melbourne.

Prior to joining Astaro, Stibbard spent seven years at Symantec in roles that included branch manager of Victoria, Asia-Pacific and Japan director for strategic partners, and national channel manager.

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