Security vendor, SonicWall, is enhancing its channel program with greater incentives and support as it pushes into enterprise markets.
SonicWall channel manager, Dean Redman, said it would be more proactive with education and running events.
“We need to know our market a lot better, and talk directly to our customers to use those relationships as a hook into distribution,” Redman said.
“We have about 300 partners in Australia and New Zealand, and some of those have, or will, transition to target enterprise environments, though we’re looking to expand the partner base in that space further.”
He said the company was planning for growth this year and looking to increase its headcount from the existing seven staff.
“Security is not a static environment, and malicious attacks won’t stop because of the tough times,” Redman said. “There will be some tightening but the market is still maturing – it’s the partners that haven’t specialised that will find it toughest.”