Cloud security solutions provider FirstWave Cloud Technology is going for growth through targeting managed service providers and managed security service providers to white-label its cloud orchestration engine.
Recently, FirstWave extended its product and services agreement with Telstra, and will, for the first time, tap into its indirect business, FirstWave CEO David Kirton told ARN.
“We’ve been working with them in a white-label scenario on email and web appliances that are embedded into their Connected Workplace program that was announced last year. We’re also working with them on different options on firewall solutions for customers,” Kirton said.
“We probably started talking about the Connected Workplace bundles about two years ago, it has 12 months longer to get to market than what we originally anticipated. It takes a long time to market when you’re building an enterprise grade application for telcos and have all the sales commissions in place to make it easier for partners to sell. We’re on the precipice of being able to achieve that and we’re optimistic about the way forward.”
In January last year, the company also secured an OEM licensing arrangement with Cisco, offering Cisco customers access to FirstWave’s cloud service orchestration platform for email, firewall and web security.
Kirton said FirstWave has just begun going to market with Cisco and it's confident it will generate its first revenue through that relationship in North America, Australia and New Zealand, and Africa by June this year.
Recently, FirstWave also secured a $6.5 million placement that will see it progress further into the ‘expand’ phase of its five-year plan.
In a further move towards diversifying its partnership ranks, FirstWave also inked a deal with NTT Data UK, and Kirton said it was keen to add more local partners to the mix, following on from signing CustomTec as a channel partner on its public cloud platform in November.
“We think NTT creates another channel to market for us in Europe. We launched our first platform in London and we expect our first revenue in the fourth quarter as well,” Kirton said. “It’s been a really fast ride, exciting but challenging at the same time. Our platform is multi-vendor, and one of our value propositions is the ability to white-label.
“The more partners that we can add to the market, the better. Internationally we’re going to be more focused because with the relationships that we’ve got, we have access through their networks to large customer bases and if we can successfully prosecute those plans, that will be a lot for a company our size to digest.
"In the short term, we’ll be continuing to support the local customer’s that we’ve got with Telstra, Cisco, NTT Data and Shelt.”