F5 Networks is ramping up its local efforts with the appointment of a new managing director and distributor.
The vendor has brought Kurt Hansen onboard to replace Chris Poulos to head up its Australian team of 20.
Hansen said the vendor’s goal was to continue its penetration into telco and finance verticals.
“There’s a lot of ISPs that we haven’t even talked to yet, and there is more we can do with current customers, such as Telstra,” he said.
“While the finance vertical has been hit by the crisis, it’s still making investments in this area, where we have traditionally been strong.”
The vendor has also appointed its second local distributor, with an extension to its partnership with New Zealand-based Observatory Crest to join Firewall Systems in the Australian marketplace.
F5 chief operating officer, John Rodriguez, said there was a small amount of expected overlap between the two distributors, but as a niche player, Observatory Crest would provide some healthy competition in the market.
“We run a similar channel program worldwide, although there is some localisation. For instance, Japan is our most distributor-heavy market,” Rodriquez said.
F5 had no interest in over-distributing the market, however, Hanson claimed.
“Ninety per cent of our business is done through indirect channels,” he said. “Observatory Crest has been brought in as a niche distributor to provide a second option for integrators – it is rare for one distributor to keep all partners happy.”