Beleaguered networking vendor Enterasys Networks has signed specialist security VAD Blue Sky Industries to distribute its Dragon intrusion detection systems.
Based in Sydney, Blue Sky Industries distributes firewall products from CyberGuard, antivirus products from Sophos and F-Protect, and Unix software products from SCO/Caldera.
Chris Papaioanou, national sales manager at Enterasys Australia, said Blue Sky will be coupling its existing security products with the IDS product to create an "end-to-end security portfolio" for customers. "Both of us see security as something that needs to be approached from a holistic perspective," he said.
Papaioanou said Blue Sky is a technically proficient distributor that offers its resellers and their customers level-one and level-two support for several of its product lines. The vendor has also appointed Blue Sky as its authorised Dragon training organisation. The distributor will be responsible for teaching resellers how to sell and implement the complex systems.
Enterasys distributes the majority of its products (networking kits for LANs and WANs for example) through volume distributor Avnet. But after road testing the Dragon intrusion detection system in the channel over the last six to nine months, the vendor felt the need to approach a niche distributor that is focused wholly on security.
Papaioanou said Enterasys is now hoping to form stronger relationships with security-focused resellers and systems integrators such as SecureNet, 90East and Citadel. "Security is the hot item on every IT manager's list at the moment," he said.
In the last six months, Papaioanou said Enterasys and its channel partners have sold the Dragon IDS system to several large financial institutions and service providers in Australia, but declined to discuss the specific sales agreements. He is hoping the appointment of Blue Sky Industries will see sales of Enterasys' IDS portfolio double and see the vendor claim the lion's share of the managed security service provider (MSSP) market.