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itX makes security first

itX makes security first

itX has signed on as the first local distributor for content security vendor, Clearswift. The distribution agreement is part of the vendor's plans to aggressively grow its reseller base.

Alongside distribution, itX would provide post-sales support, generate demand and offer sales training, general manager, Greg Newham, said. Clearswift would provide on-site support.

Clearswift's MimeSweeper content filtering tool is available as an appliance, software package or managed service.

Newham said the managed service was ideal for resellers that didn't have back-end capabilities to run on-demand security services. In this case, partners would be entitled to a margin on the initial sale as well as recurring revenue.

Alternatively, resellers could choose to stock the plug-n-play appliance, he said. The software version offered a more comprehensive service and could be added to existing security solutions.

The distributor was also looking at bundling the Clearswift appliance with low-end Sun hardware, Newham said. The Clearswift range allowed itX to provide a complete security offering.

"We have antivirus, content filtering and firewalls. The Clearswift range means we'll have a more complete solution from a security perspective," he said.

"It's unusual for a vendor to have an offering in all three areas."

Clearswift Asia-Pacific managing director, Peter Croft, said it had chosen itX because of its national reach as well as its dedicated security practice. This had been boosted by the distributor's acquisition of Dovetail at the end of last year.

The vendor previously dealt directly with partners including Classic Blue and Loop Technology.

"We have been without a distribution partner in Australia. We have a loyal reseller base, but we aren't fulfilling our part in terms of channel management," he said. "We need to provide better support."

itX also dealt with all of Clearswift's five premium partners and most of its 12 authorised partners, Croft said. He hoped to bulk up both categories significantly.

The distribution tier would also allow the vendor to formalise agreements with some of its historical ad-hoc partners, Croft said.


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