Security appliance vendor SnapGear has backflipped on its recent decision to cut distributors out of the equation and deal directly with resellers.
The vendor has signed IT Security distribution specialists Dovetail Distribution, claiming that growing numbers of resellers were becoming too difficult to support on its own.
Since spinning off from Linux hardware vendor Lineo, SnapGear has focused on keeping the prices of its range of VPN firewall appliances as low as possible to compete with the myriad of appliance vendors selling into the Australian market. Subsequently SnapGear has been "drop-shipping" its hardware products and providing support through its Brisbane office for the last few months.
Scott Warren, SnapGear's channel sales manager for the Asia Pacific region said the company is now moving the volumes that neccessitates a distribution partner to help support resellers. "Its quite a reversal I admit but our steady growth has forced the decision upon us and we are now servicing a much broader base of resellers in this region," he said. "Dovetail offered additional value to the chain that we couldn't ignore."
The appointment rounds out Dovetail's VPN appliance offerings according to John Stevens, business development manager Dovetail. The distributor also supplies WatchGuard and SonicWall appliances.
Although SnapGear is knocking on the corporate market door, its traditional adoption has been in the small office, home office, environment. "It's exactly what we needed," said Stevens. "It's also a great opportunity to promote a home-grown product."
Dovetail and SnapGear are embarking on a national road show of capital cities from next week.