As antivirus specialist Trend Micro prepares to launch a partnership with Telstra to bring its customers automatic upgrades via its eDoctor service, one of the company's senior executives has stressed the global importance of its reseller base.
Allan Thompson, senior vice president of Trend Micro's Global Alliances Group, said the company was built upon its association with its security partners and this would continue.
"We piggyback on our premium resellers, building up global alliances with best-of-breed security partners to utilise their channels," he said.
The combination of Trend Micro antivirus products with security services was providing better margins for the channel, he said.
"It also allows resellers to keep in constant communication with their clients, providing sell-on and service opportunities."
The company, he said, prides itself on its channel focus and is constantly on the lookout for resellers who are building their practice around security solutions - particularly in the enterprise markets, outsourcing and ASP services, some of the biggest growth markets.
Trend Micro is currently trialling its eDoctor service with Telstra - a 24 x 7 virus service which monitors customers' systems, updates virus pattern files and reports on activity. Trend Micro has partnered with Telstra from an ASP perspective, but the program will provide reseller services from the back end, according to Thompson.
"A lot of resellers are integrating a range of best-of-breed products and going to customers with a very strong solution set," he said.
Photograph: Trend Micro's Allan Thompson.