WatchGuard is looking for partners to take it into new markets after finally settling upsets in its management ranks and channel, according to its managing director for Asia-Pacific, Jeff Hurmuses.
Hurmuses joined the security appliance vendor in February amidst a turbulent time for the company, starting his APAC overhaul by replacing then Australian managing director, Moheb Moses, with technical services director, Sven Radavics.
He said WatchGuard was finally moving in the right direction following a period of evaluation and healing.
"Most of what I've been doing so far has been building up the Asia-Pacific operation from the inside," Hurmuses said. "We've been making some changes to distribution to get the right mix, not only in Australia and New Zealand but throughout Asia.
"Things are now looking really good - I wouldn't be here if I didn't think WatchGuard was going anywhere. Our recent strategy should turn us from a follower into a leader."
Hurmuses is now keen to target the SME market for its lower-end Firebox X products, and sees relationships with computer manufacturers as key.
"We feel that bundling our products with hardware will give us access to the large volumes we need in the SME space," he said. "We think there is huge room for growth and a significant amount of margin to be made."
WatchGuard will also look to eat into the marketshare of Juniper, new owner of arch-rival NetScreen, by focusing on high-end network security infrastructure.
"We're placed in the $US1500 to $US5000 range but we're looking to move up the ladder," added Hurmuses. "NetScreen has had that market to itself for too long."
WatchGuard sales in Australia in Q2 were 52 per cent up on Q1.