Security appliance vendor, NetScreen, has appointed Alstom Information Technology as its third national distributor.
Director of NetScreen Australia, Gil Thew, said the appointment was necessary to meet the “phenomenal growth” the brand was experiencing in Australia.
“We have doubled our business in the past three quarters,” he said.
While NetScreen was very happy with its current distribution line-up (ChannelWorx and LAN Systems), Thew said Alstom had less conflict in its relationships with vendors.
“Alstom doesn’t carry Cisco,” he said. “Cisco has a competing product and it tends to have a dampening effect on the sales of our products.”
Another external vendor relationship that played a part in the decision was that both the vendor and the distributor had strong relationships with antivirus vendor, Trend Micro. While Alstom IT has been a strong distribution partner for the AV vendor, NetScreen also uses Trend Micro software in some of its appliances.
NetScreen would soon introduce a new entry-level product to the marketplace that comes pre-loaded with Trend Micro antivirus software, Thew said.
Thew also highlighted Alstom’s strong base of SME value-added resellers and its strength in the enterprise security space.
He was confident of Alstom’s capability because of his past experience with the distributor.
In his former capacity as managing director for SunSoft, Thew had appointed Alstom IT as master reseller.
General manager of Alstom IT, Greg Newham, , said the vendor and distributor had been in discussions over a number of years, waiting for the most appropriate timing for such a relationship.
“Security is a strong area for us and NetScreen is a great fit,” he said.
Newham said that the NetScreen products would compete with another of Alstom’s lines, Check Point Software, but the two products met different customer needs.
“[NetScreen] customers are looking for a robust security solution that is easy to implement, Check Point customers tend to adapt the software’s advanced functionality to go the extra distance,” he said.
“Check Point is a software solution, and it requires a third party piece of equipment.What the market is demanding is an out-of-the-box solution and that is what NetScreen offers.”
Alstom IT had trained two technical staff as well as most of its sales staff around the NetScreen product, Newham said. Newham said that Alstom would be announcing new vendor partners, several of which were in the security area, within the next few weeks.