Distribution Central managing director, Nick Verykios, said during the past 18 months, it had been cleaning up its Firewall Systems portfolio to make way for Palo Alto products. As a result of this, it ceased distributing Fortinet and TippingPoint products.
"About six months ago we asked our resellers what vendors we should be looking at to satisfy their requirements and what they need for their customers, and they all said Palo Alto," Verykios said. "The easiest way for us to address our customer base, is to give them what they want."
Verykios said during the launch phase, it will be spending a lot of time in training up its reseller base via its Red Education arm.
"Palo Alto will now sit alone in the enterprise space and it complements what we're doing with Sophos. It sits on top of what we're doing with the other products in the portfolio. We don't like to represent too many vendors in any space, and Palo Alto has become our enterprise security solution," he said. "We were looking at where we want to take our strategy and customer base and we want to take them into the areas of technology that Palo Alto represents."
Firewall Systems will take the Palo Alto Networks product range to market with a full suite of reseller support services, including pre-sales technical support, post-sales field support, configuration, renewal and asset management, training and education programs and channel marketing programs.
Palo Alto Networks A/NZ regional director, Armando Dacal, said it was committed to investing internally and externally to continue its growth in the A/NZ region, and will be hiring more sales and technical staff.
"Part of our relationship with Distribution Central is to help enable our partners to go after the market opportunity. It's all part of our investment strategy to make sure we can enable our partners," Dacal said. "We're making a significant investment in establishing training programs for our distributors, partners and customers."