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Channelworx takes out NetScreen gong

Channelworx takes out NetScreen gong

Channelworx has been awarded the title of "Australian partner of the year" by its networking vendor partner NetScreen.

NetScreen awards 12 of its 50 distribution partners on an annual basis, said NetScreen regional sales director for South Asia, Kent Kwok. He praised Channelworx for its penetration into the Australian telecommunications market, and its assistance in wooing some of Australia's largest second-tier resellers to the NetScreen product.

"We have co-existed very nicely with NetScreen", said Channelworx director Scott Lidgett. "We opened up a lot of opportunities for them and managed to get their products in some key accounts."

Channelworx is also the only distributor of NetScreen product in Australia that does not sell competing products from the likes of Cisco, Check Point and a host of other firewall vendors in the market.

The NetScreen distribution channel has been turbulent in recent months; last month the vendor appointed LAN Systems as a national distributor and dumped DNA, which seemed to be the last to know about the decision.

Lidgett was unsure what effect the appointment of another distributor would have on his business. "LAN Systems is a very strong and confident player," he said. "They will be a tough competitor without a doubt."

But Lidgett said NetScreen is far from being over-distributed. He cited examples of networking vendors such as Cisco, which are often accused of being over-distributed, as having successful channel models thanks to their ability to achieve critical mass through multiple distributors.

"That critical mass gives the product more credibility," he said.


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