Netscout has marked a concerted expansion of its Arbor channel activity in the local market with a new reseller agreement with Sydney-based partner, PlexNet.
The partnership deal enables PlexNet to provide the vendor’s Distributed Denial of Service (DDoS) mitigation, advanced threat protection and network visibility solutions, which come under its Arbor Networks brand.
“We’re looking to expand our channel model into the Australia region, specifically to focus on the enterprise business,” Netscout Arbor Asia Pacific and Japan channels director, Jason Hilling, told ARN.
“PlexNet affords us an opportunity to reach out to financial services, public sector, higher education, which are the primary growth areas for us for the anti-DDoS and advanced threat space,” he said.
According to Hilling, the agreement with PlexNet is the beginning of a more aggressive strategy to expand the vendor’s channel footprint in Australia.
“Our customer-base up to this point has largely been the service provider market. So, the big tier-one service providers are all our significant customers here in Australia, but on the enterprise side, we haven’t focused that much on the enterprise business,” he said.
As such, PlexNet was a “logical first choice” for Netscout Arbor, because the local partner is already pushing the Netscout portfolio, which Arbor now sits underneath, locally.
Moreover, PlexNet provides a mixture of applications, network performance and security services, which sits right in the sweet spot for where the Arbor technology sits, according to Hilling.
“Our goal is to be able to look at a particular segment of the enterprise market, which would be public sector, financial services and higher education,” Hilling said. “These happen to be in perfect alignment with the core customers that PlexNet services today.
“In Australia, this is a new strategy for us to focus on this space, but more broadly, on a global level, those happen to be the most successful enterprise verticals we have in the business,” he said.
Meanwhile, Hilling and team are working on more agreements with a handful of strategically-positioned resellers in the local market, with new deals expected to be struck within the next 12 months.
“This is not a conquer the world-type strategy,” Hilling said. “This is to be selective, understanding that the technology we’re selling fits a very specific need and requires partners that are security-versed.”
In March last year, Arbor Networks appointed Tim Murphy as country manager for Australia and New Zealand, with the security specialist returning to the vendor after a decade.
Established on both sides of the Tasman for 15 years, Arbor has forged partnerships with many of the region’s largest network operators, financial services and government entities, acquiring Sydney-based big data security analytics start-up Packetloop in 2013.