Axway grows partner momentum in A/NZ
- 04 August, 2016 14:37
Axway's Colman McCaffery
API management and file transfer provider, Axway, has signed three new partnerships in the Australian market place including KPMG Australia, Versent and Integral Technology Solutions.
It complements the company’s existing partners such as Content Security and Middleware New Zealand.
Axway focuses on expanding relationships with specialised consultancy firms focusing on niches such as mobile development, API management, digital identity and transformation.
Some of its key industries include financial services, government, retail, telecom and utility.
Axway A/NZ country manager, Colman McCaffery, said it has been growing the business and changing its partner channel strategy since taking the top role about two years ago.
“The new partnerships are tied into our move away from product selling," he said.
"We had a distribution model with Observatory Crest (now Arrow), but that was about pushing product through the channel. In the digital space and the way our products have evolved in the past three years, that hasn’t suited what we’re trying to do.
“So we’re attracting digital solution providers, speciality types of consulting firms that have a digital identity, security or integration focus. We’ve picked up those new relationships through focusing solutions on those areas."
The company recently held its first API Management Product Advisory Council in A/NZ and its partner program offers online, self-paced enablement tools to support sales, technical and training initiatives, Preferred Partner status, co-marketing campaigns, incentive programs and business booster webinars.
McCaffery said it has about 15 partners in A/NZ, 20 employees and 170 customers.
“Our experts work hand-in-glove with our partners and we’ve got a flexible delivery model, where our goals and objectives allow us to forsake a bit of direct revenue for the purpose of growing our channel,” he said.
KPMG First Point Global director, Jan Zeilinga, said with using Axway’s solutions, it can offer clients a simple, repeatable and effective way to leverage identity and other security services to help increase their security posture as they adapt to the digital environment.
“Cyber security is one of the biggest challenges for organisations transforming themselves to take advantage of new digital opportunities,” Zeilinga said.