Australian managed security vendor, MailGuard, has introduced a distribution tier in a bid to broaden and support its reseller base.
MailGuard sales director, Michael Bosnar, said NewLease’s ability to deliver software-as-a-service, as well as its partnerships with Microsoft and VMware, made it the ideal fit. The distributor will have access to MailGuard’s email and Web filtering and mail archiving services and focus on managing new and existing reseller accounts, training and enablement.
“NewLease has strong channel development teams in Sydney and Melbourne,” Bosnar said. “By bringing them on-board, we can now focus on working on and supporting the product and just managing key relationships.”
NewLease CEO, Doug Tutus, said MailGuard provided its customers with an end-to-end network security solution via the cloud. NewLease also provides services-based security offerings from Trend Micro and Microsoft.
“It fits nicely with our other software-as-a-service offerings and gives us another option for customers,” he said.
MailGuard has also brought on Geelong-based boutique player, Net Defence, as a regional distributor for Victoria, SA and Tasmania.
“There’s been a need to have someone in this space with a history in the regional markets,” Bosnar said. “We knew some of the guys from Net Defence and feel this appointment will be very complementary [to NewLease] – I don’t see much overlap.”
Net Defence was launched 12 months ago by Geelong services provider, Think Technology, and is focused on helping resellers deliver managed services for SMBs. Sales manager, Tim Moreillon, said it had been using MailGuard since 2001.
“Our focus in on helping with IT security, compliance and productivity,” he said. “We are heading down the managed services path, which is why we are involved with MailGuard. Our model is to partner with other IT firms and help sign clients to these types of services.”
Bosnar said MailGuard would continue to service Enterprise and Certified partners directly, and give remaining resellers the option of working with either distributor. The company has about 140 resellers on its books.
The distributor appointments tie into the launch of MailGuard’s value-add partner program and efforts to become 100 per cent channel focused.
“We are driving towards a partner-only model and have been doing a lot of work in that space. As part of that, we have also been finding the right partners for our direct customers to work with,” Bosnar said.
The vendor is now trialling distributors in New Zealand and had plans to expand into Asia-Pacific, he said.