Anti-virus company Sophos has made some changes at the top, with a new Australian managing director and a renewed focus on strategic partnerships. The company claims it has captured about 40 per cent of the education sector’s anti-virus market through exploiting this strategy.
Rob Forsyth, formerly director of sales, has been promoted to managing director A/NZ, replacing Stuart Palmer, who will depart the company within two weeks. Palmer said he was leaving the IT industry, but was unable to name the company at this time.
Richard Baldry, who set up Sophos’ Australian operation in 1999, has recently taken up a new global position, head of strategic alliances.
Baldry, based at the privately owned company’s headquarters in the UK, will be supported in Australia by Nimmity Zappert, whose channel sales role has been changed to manager of strategic partnerships.
Visiting Australia to meet with partners, Baldry told ARN his new role would involve pushing Sophos into the market for integrated virus protection and building deeper partner relationships.
“I’ll be focussing on overseas OEM alliances and those wanting to integrate our scanning technology into their products – to get into other product areas and markets,” he said. “We’re looking at mutual referral deals where customers experience our anti-virus through our partner’s product.”
The company was also looking at selling common bundles to resellers.
Alliances with partners such as Melbourne-based managed service provider myinternet were starting to pay off, especially within education, Forsyth said.
“Of Australia’s tertiary education market, Sophos would have a presence in 40 per cent of those organisations,” he said.
Through its partnership with Sophos, myinternet is now making inroads into the British education system with its education portal offering.
Myinternet founder and vice-president, Daniel Ingvarson, told ARN the company has four major deployments within the UK secondary school system, including Birmingham’s Northern Grid for Learning, with another “15 sales in the pipeline.”
Sophos has also recently added NZ-based integrator and solutions provider SolNet as a partner.