BullGuard drops Altech for Ingram
- 23 August, 2007 10:03
UK security vendor, BullGuard, has overhauled its distribution line-up, replacing Altech Computers with Ingram Micro and appointing Saratoga Distribution.
"Some changes had to be made in order to ensure complete market coverage for all Bullguard solutions," newly appointed sales manager, Bronwyn Gascoigne, said.
"We recognised the need to partner with distributors capable of providing broad coverage and leadership. We have chosen our distributors carefully; Ingram has a proven track record in Australia and is well placed to assist us to meet our goals."
Ingram will distribute BullGuard's Mobile antivirus solution. Intellitron and Computer Wholesale Distribution carry the full product range.
Ingram group product manager for mobility and communications, Emma Gilmour, said the vendor's mobile security software was a good fit with Ingram's mobility strategy. She said resellers needed to realise the mobile phone was no longer just a telco device and that it should be a part of a company's infrastructure.
"There are lots of OEM solutions, but there isn't an antivirus product specifically developed for Symbian and Windows Pocket PC," she claimed.
Gilmour said it would bundle BullGuard software with its mobile handset portfolio, which includes Sony Ericsson and O2.
"We want to focus on the PC resellers and introduce a new revenue stream for them," Gilmour said. "Bringing on an antivirus solution reminds everyone that these devices do have operating platforms."
BullGuard has also signed a new deal with Adelaide-based Saratoga Distribution to distribute its full product range. Gascoigne said the South Australian company's reseller base was a good match with its product portfolio.
Saratoga managing director, Ivar Stanelis, said the BullGuard range allowed it expand into mobile security. The software is targeted at SOHO and small business users with up to 50 seats.
"In this day and age in distribution you can't sit still: you have got to innovate. One of our strategies is to diversify and BullGuard is a part of that," he said. "Personal devices are becoming more prevalent."
Gascoigne said BullGuard was also close to signing another distributor to focus on the retail/consumer market.
"In Europe, BullGuard is growing rapidly in the consumer security and mobility categories and I see no reason why we can't be very competitive in those same categories here," she said.
Altech managing director, Antony Sheen, said there were discrepancies with its distribution arrangement. It currently has more than 1000 BullGuard products still in stock.
"We were promised exclusive distribution but it didn't happen. After that we didn't want to do any more business with them so we parted ways," he said.