Firewall Systems has signed on as the latest distributor for Australian company, Exinda Networks.
The security specialist joins Melbourne's Tech Plus as the local distribution arm for the vendor's range of Internet and WAN optimisation products.
Firewall's marketing director, Nick Verykios, said the agreement was part of a move by the company to develop new offerings for the channel based around services.
"By combining Exinda's Optimizer product with our managed service offering we can give resellers a way to address emerging network quality of services and business continuity opportunities," he said.
This approach came from a belief that the IT industry had gone down the wrong path in its attempt to bring security products to market, Verykios said.
"Rather than sell security as a business continuity gain, IT vendors have been doing it as a productivity gain as that is the language they are used to talking in," he saidd. "But the end-user doesn't see security as a productivity gain but as risk mitigation."
In order to push sales of the new service up to $5 million over the next year, Firewall wanted to recruit up to 50 new partners to add to its current base of about 200, Verykios said.
In addition to network and systems integrators, security specialists and ISPs, the company would look toward a distinctly un-IT style of partner in physical security firms.
"Those companies have come to us as they see IT security as the last kilometre of their existing security practice," he said. "It is an alternative channel, but it's the same situation as what happened in the VoIP market. The initial success there came from traditional PBX resellers who knew everything about telephony and just added a VoIP offering."
For Exinda, the decision to partner with Firewall was about growing beyond the box-moving approach it had established with its current distributor, Tech Plus, director, Con Nikolouzakis said. It was also based on an understanding of the direction the market was flowing.
"More businesses are moving toward a revenue-based or annuity based model and don't want to make large capital purchases anymore," he said.
"Businesses are also relying more on their networks for basic business continuity so are asking for ways to guarantee up-time and a managed service is one way to do that."