Lan 1 has boosted its security portfolio, signing two new vendors in the space of a month.
The specialist networking, storage and security distributor has taken on Raritan's range of enterprise IP-based KVM switches and Enkoo's SME range of SSL VPN appliances.
The new partnerships would boost the value-added company's overall security offering, marketing manager, Richard Schilke, said. While the Raritan product set would be targeted at remote access and monitoring for enterprise users, Enkoo aimed at SME.
"Enkoo targets remote access users who want a better technology than point-to-point VPN," Schilke said.
"It doesn't require a client to be installed on PCs so, from a time and money standpoint, it is attractive to small and medium businesses."
For Raritan, the decision to appoint Lan 1 was based on the distributor's enterprise credentials, new A/NZ sales director, Gary Hull, said.
"We already have a loyal distributor in KVM Australia, but their focus is on medium to large businesses," he said. "By adding Lan 1 we feel we can reach into enterprises more easily - especially on the eastern seaboard."
It will also boost its geographical coverage - particularly in Queensland, Tasmania and South Australia - according to Hull. "Our key vertical markets are telco, financial, banking and manufacturing," he said. "Lan 1 has excellent relationships in those areas too."
For Hull, who was appointed to the sales director role a month ago, the deal solidified a new approach to the channel.
"Raritan will be more proactive in supporting the channel and accreditation will be one of our first initiatives," he said. "More technical skills are needed to tackle the enterprise space and to increase add-on solution sales."
The company would also look to appoint a channel marketing manager during the year, Hull said, as well as an additional business development manager to aggressively expand the NSW market.