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Aventail overhauls channel model

Aventail overhauls channel model

US-based networking vendor, Aventail, has announced a massive restructure to its Australian channel.

The company has appointed its first A/NZ sales manager, Andrew Draper, and has opened a Sydney-based regional office. It is also seeking to recruit a distributor and additional reseller partners.

Aventail provides SSL VPN software and hardware products and competes with players such as Juniper and F5 Networks.

Currently, Aventail is serviced and represented exclusively by its integration partner, Kanbay.

Asia-Pacific operations director, Richard Ting, said its local operations had grown to the point where local management was required.

"The size of the Australian market and the rate at which it is growing really warrants a direct, physical presence here," he said. "Andrew's role will be to work with channel partners, expand relationships to create new partners and provide direct contact for customers."

Draper, who brings channel building experience from his previous role as regional sales director for Fortinet, said another key activity would be building market awareness.

"Kanbay has found it hard as we don't have great branding within the Australian marketplace," he said. "I will build the brand through being the feet and arms of Aventail here.

"We are in active discussions with distribution partners, key integration partners, managed security partners and even carriers. We are also looking to locally expand global relationships with companies such as IBM."

Draper said he would look to roll out Aventail's global Access Partner Program nationally. The program included features such as electronic direct marketing tools like pre-designed seminar and marketing campaigns.

The vendor will also look for partners who could introduce value-added services, such as a managed SSL service or combining an SSL VPN with a CRM or accounting package, he said.

Aventail recently sold its managed SSL VPN services business unit to Netifice Communications.

Ting said this decision also gave partners more opportunities to develop their own managed services around its product base.

Boosted by an expanded channel, Aventail would work to lift local sales beyond the company's 90 per cent global growth target for 2005, Draper said.


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