Queensland-based inTechnology Distribution has been picked as the exclusive distributor for forensic software vendor, Guidance Software.
inTechnology managing director, Mark Winter, said the deal came about after 12-18 months of discussions between the two companies. He predicted it would add 20 per cent to inTechnology’s revenue within the next 12 months.
Winter said the vendor’s product was previously brought to market by Dimension Data.
“What they [Guidance] really wanted to do was to take some of the responsibility off DiData and look at a niche distributor that’s going to allow them to expand their representation both across Australia and New Zealand,” he said.
“DiData’s focus really is in delivering the technology rather than developing the brand or a market for the technology. That’s where we step in.”
But Winter was keen to stress DiData had performed well and that it would continue to be intimately involved.
“We are aligning ourselves very closely with DiData with our go-to-market strategy. DiData’s training company is the organisation that does all the certification for Guidance Software so we see that relationship flourishing and growing,” he said.
inTechnology will be responsible for assisting channel partners with pre- and post-sales opportunities, the development and execution of marketing campaigns to both end-users and the channel and building the Guidance Software brand in the region. One of the exclusive deal’s main conditions is that revenue needs to be increased from its existing amount.
Winter said the initial focus would be to work with DiData in upselling Guidance Software’s current customer base from single point clients to enterprise customers.
“Our partners that are focussed specifically in the security space are really going to see a key advantage in taking on this technology because there’s also a good opportunity for them to upsell and cross-sell their services,” he said.
A DiData spokesperson said the integrator would continue to offer Guidance Software solutions as it has in the past, despite the loss of representation.
"inTechnology being appointed Guidance’s exclusive distributor is not really going to change or have any impact on Dimension Data’s business," the spokespreson said.