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Local channel companies feature in awards

Local channel companies feature in awards

Three Australian companies came out on top at security vendor Check Point Software Technologies' recent Asia-Pacific partner conference in Thailand.

Com Tech Communications won the Top Performing Partner award (Australia/New Zealand) for 1999; the Best New Partner award (Australia/New Zealand) in 1999 went to SecureNet; with distributor Express Data being awarded Check Point's strongest revenue growth partner (Australia/New Zealand) for 1999.

Bob Hey, national security manager at systems integrator Com Tech Communications said receiving the award was "recognition by a vendor for a job well done".

He said Com Tech's security division had won a number of awards. But he added that what customers looked at was its ability to deliver ". . . the integrity of our solutions, the completeness of our solutions to their business requirements".

According to Hey, the amount of work Com Tech was winning was "going through the roof.

"At the end of the day the reason why the Com Tech security division is so successful is because of its technical competency on making the stuff work as a solution to meet business requirements . . . and that's what attracts customers."Harald Mirlieb, business manager at distributor Express Data, said the award showed its "presence in the marketplace".

He said the resellers he had spoken with had been very positive about the win.

"We've developed partnerships with a lot of them in this specific security area and they'll continue to work with us."Check Point's regional manager, Australia/New Zealand, Peter Sand-ilands, said this was the first year it had given partner recognition awards in this region.

He said it plans to run the awards on an annual basis.

Sandilands said the conference had also allowed it to spend time talking with its channel partner " . . . and to get an understanding from them as to what's happening in the market and to provide them insight into what we're doing with product, what we're doing with architecture, our corporate direction and give them an update on what's happening with the company."He said the partner conference was also an opportunity for its resellers to intermingle and network with other resellers from the region, and to see what was happening in general in the marketplace.

Sandilands estimates about 20 of Check Point's channel partners from Australia attended the conference.

He said at the conference it had asked its resellers for feedback on a variety of areas, such as what was happening in the marketplace, what resellers' customers were asking for, if resellers were getting the information they needed, and what other things they wanted from Check Point.

"In general it's a very genuine and frank discussion as to what's happening," Sandilands said.

He said Check Point was continuing to recruit new channel partners. "We've been very deliberate in [who] we've been working with. We want to maintain some level of elitism . . . we want to be able to point our customers at resellers we know are capable of doing the job."


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