Software vendor NetIQ is merging its channel program with that of recent acquisition Marshal Software and is now planning to double its reseller base in the security space.
NetIQ bought out New Zealand-based Marshal in December for about $39 million, a move that brought four distributors – WebSecure, AGE Enterprises, Saratoga and Webbsoft – and 100 resellers to the table along with the Internet and email content security products WebMarshal and MailMarshal.
Garry Munden joined NetIQ as channel manager during the takeover and is now masterminding plans to revamp its strategy.
Negotiations are already underway to migrate distributors and resellers from the Marshal channel program to NetIQ. Those taking the plunge will be offered up to 10 additional products in the internet security space, training and a range of incentives including a nine per cent cooperative marketing fund, improved access to online assistance, a monthly newsletter and quarterly sales rewards.
Resellers and distributors not wanting to make the jump will be allowed to continue dealing the Marshal products but will not qualify for the additional incentives.
“Marshal had the bigger channel program but the NetIQ one is much better in terms of benefits for resellers and distributors,” Munden said. “There are additional products for firewall reporting, managing SQL databases and policy administration for partners with the required skill sets. We are talking to distributors and resellers to see what direction they are looking to take and how that fits with our product range.”
Munden said he saw email and internet policy administration as an early adopter market in Australia. NetIQ was looking to target the SME and corporate markets with the software to transform these policies from a book on a shelf to a working online document.
In taking the products to market, Munden would like to substantially increase his number of channel partners.
“There is enough headroom for 200 resellers but I would be more than happy with 150,” he said. “We are launching an aggressive campaign through the distributors but will be quite picky about who we bring aboard because we are primarily interested in security specialist value added resellers.
“Having said that, some companies have preferred resellers that they trust and that type of channel partner could introduce us to customers that might not normally of considered us."
Munden plans to have the NetIQ channel program remodelled by July so that it is up and running for the start of the new financial year.