Networking vendor, Aruba Networks, is investing in more staff and channel training in an effort to boost its growth in the Australian market.
Aruba vice-president for Asia-Pacific Japan (APJ), Gary Jackson, said it had set some pretty aggressive targets across the APJ region for the next financial year.
“We’ve got some pretty strong growth targets and we’re going to figure out how we’re going to staff for that,” Jackson said.
“The market is growing and the interest in secure mobile access is exploding with iPad-type devices coming to the market.”
Jackson highlighted potential vertical markets such as health.
One of Aruba’s customers is the NSW Department of Education and Training.
“We’ve grown exponentially in the region we’ve done four specific contracts for Defence,” country manager, Greg Barnes, said. “We’ve got a long standing relationship with Queensland health and two months ago we secured Westmead hospital.
“We’ve just moved in the retail space, especially in Melbourne and we’ve got corporate customers like KPMG.”
Barnes highlighted the key to its growth strategy was channel training. Aruba is offering free technical training to its partners.
“We’re seeing more people buy demo and evaluation kits and it’s a very strong position for us to be in,” Barnes said. “Our channel has grown and we’re up to about 70 partners in the region already and about 20 of them transact on a regular basis. We do everything through partners.”
In terms of boosting staff count, the vendor will look at hiring more sales and technical personnel. In Australia, the vendor has about 30 staff.
“We also need some strength in marketing and putting some more knowledge into the partners. We’ll be asking some of the partners to invest in us as well,” he said