It takes a lot to get past specialist security distributor Firewall Systems, so it comes as little surprise that the distributor nabbed the opportunity to become a Full Master Distributor for Internet security vendor Watchguard Technologies.
The former integrator turned distributor, Firewall Systems was appointed a Full Master Distributor after it pounced on the demise of Brocker's distribution arm, 1World, which previously supplied the Watchguard Technologies range.
"Resellers needed somewhere to buy [Watchguard] from, so they might as well buy it from us," said John Labza, director of Firewall Systems.
Under the terms of the agreement Firewall, which changed its name from Performance Networking midway through last year, will provide a support infrastructure for Watchguard products and in turn be eligible for additional price discounts.
Firewall has been supplying Watchguard security products for four years and is the vendor's only authorised training centre in the country, claims Labza.
Although Watchguard has enjoyed considerable market share in the mid-market firewall space in the US, it has failed to generate similar interest in Australia; a scenario Labza is eager to change.
The company joins rival Full Master Distributor Dovetail Distribution as Watchguard's distribution channel.
Robert Harkness, general manager of Dovetail, claims that while product demand is big enough for two distributors, Watchguard should concentrate on signing up VARS and generating end-user demand rather than appointing additional distributors.