WhiteGold has become the sole Australian distributor for authentication solutions vendor, Vasco.
The deal replaces the distributor’s former relationship withSecure Computing, which ended late last year. WhiteGold managing director, Dominic Whitehand, said Vasco’s token security solution would give it broader market penetration.
“Vasco is our primary lead in this space now, so we’re not looking for any further vendors,” he said. “We’ve engaged nicely with Gary O’Sullivan [Vasco enterprise channel manager], and like the way he’s running things.”
O’Sullivan said Vasco had been represented by Lan 1 and Firewall Systems previously.
It had ended both relationships about 12 months ago because they weren’t beneficial for either party, he said.
“We chose WhiteGold after looking at a number of distributors and coming to the conclusion that it best suited where we are positioned in the market,” O'Sullivan said. “We’ve signed a non-exclusive agreement with WhiteGold, although we’re not going to be looking for another distributor in the immediate future.”
Vasco’s Digipass technology is already being used by various global financial and enterprise customers.
O’Sullivan said his focus was to establish new partner relationships and release a local channel program, which was expected to go mainstream in a month’s time. The program is expected to include lead generation, technical certification and sales training.
Whitehand said WhiteGold was looking for further vendors to bring on-board and also expects to recruit eight more staff by the end of the year.
“We’re looking for more development in storage for SMEs. Isilon is a great vendor but it’s more focused on enterprise level. We’re also looking at wireless networking and in the security space we’re looking for an encryption vendor,” Whitehand said.
Whitehand also claimed WhiteGold’s aim to sit between broad-based and niche distribution was paying off, with its partnership with ShoreTel in the unified communications space showing good results.