Security vendor goes on reseller hunt

Security vendor goes on reseller hunt

Kerio hopes to establish an Australian presence and is looking to ramp up channel activity

Kerio is on the hunt for more resellers

Kerio is on the hunt for more resellers

US-based software security vendor, Kerio, is on the hunt for more resellers to expand its business in Australia.

Asia-Pacific channel manager, Abi Vickram, said Australia was its largest market in the region and it wanted to further develop the market.

“We’re really investing heavily into the market and channel and that’s where we see our success,” he said. “We’re planning to invest in more case studies and build up the marketing material.”

Vickram wanted to recruit more IT solution providers and integrators who can act as a customer’s extended IT department.

Kerio is distributed through Infotronics and globally has about 4200 resellers.

“They really provide value-add solutions and look after a customer’s IT network,” he said. T

There were also plans to establish an Australian office, Vickram said.

“At this stage, it’s a two-phased approach. Hopefully this year or early next year, we’ll be at a certain revenue level to be able to justify having a sales person on the ground,” he said. “The next step after that will be to open up a sales office – hence the focus this year and next year on really growing the business in Australia.”

The vendor has a partner program consisting of three tiers – Authorised, Certified and Preferred.

“On the partner enablement side of things, we do regular sales and technical training with our partners,” Vickram said. “We’re doing everything we can to provide them with the tools they need.”

Kerio plans to put on three roadshows in conjunction with Infotronics this year, starting from April.

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