Security vendor, Imperva, has opened an Australian office and established a local channel for its products.
“We’re starting from scratch, we’ve not had a presence there [in Australia] before so I do expect it to be a significant growth. We’ll probably see Australia contribute a minimum of 40 per cent of Asia-Pacific’s revenues,” Imperva vice-president of Asia-Pacific, Stree Naidu, said.
“Imperva is at the point of growing its presence globally and not having an Australian office and physical presence just didn’t make sense. It’s one of the main things that we’ve thought is critical for our growth across the whole business itself.”
According to Naidu, the Sydney office will be run by Imperva’s regional sales director for A/NZ, Kane Lightowler, with plans to add more staff in the future. Lightowler was previously regional sales manager at Tumbleweed Communications and has also held roles with Alstom IT (now itX) and Content Security.
“Right now, what we’re trying to do is to provide partners with the engineering and sales support they’ve obviously lacked by us not having a physical presence on the ground,” Naidu said. “I’ve actually budgeted 30 per cent of the total Asia-Pacific marketing budgeting to Australia and New Zealand.”
Naidu said the company would not be introducing a direct sales team and that the number of resellers would be decided on following discussions with the vendor’s distributor, M.Tech.
“We’re 100 per cent channel. I’m a believer in a two-tier model and I’m also a believer in having a single distributor. I don’t believe in multiple distributors as it sort of dilutes your branding,” he said.
“You spend so much time with a partner building a brand you don’t want to take away the fact that it was them who helped you get to that. We want to be remembered as guys who can put money on the tables of partners too.”