“We needed strong support from a distributor and our existing distributor, wasn’t in a good position to give us the additional technical and marketing support that we were looking for,” SafeNet regional manager A/NZ, Vince Lee, said.
itX will cease distributing SafeNet at the end of September, Lee said.
“We like to provision ourselves behind one distributor to provide better support to resellers in the market, rather than stretching across multiple distributors,” Lee said.
Managed service providers, SaaS resellers, and information security resellers are most receptive to authentication solutions, Lan 1 managing director, Daniel Lee, said.
"Everyone is moving to the Cloud, and the big issue is how to get people to authenticate safely into the applications. Two-factor authentication is definitely a growing market," Lee said. “We will be working with resellers to aggressively target SMBs, not just the enterprise market.”
Lee said in the first year of its relationship, it’s expecting to achieve more than $2 million in revenue.
It will be looking to bundle SafeNet products with SonicWall.
The SafeNet Fully Trusted Authentication Solution offers organisations integrated product suites for ensuring authorised access, and managing all multi-factor authentication operations for employees, customers and partners who access on-premise and cloud-based applications.
Lee said it plans to invest in more roadshows during the next few months.
“We are doing a lot of roadshows with vendors like Ruckus Wireless and training sessions, which is what resellers are asking for,” Lee said.