14.11.2012, von Nermin Bajric
Security vendor, , will be focusing its local channel strategy in the next six to 12 months on assisting partners transition from hardware resellers to consultative organisations, according to the vendor's Australia and New Zealand (A/NZ) regional director, Pat Devlin.
Devlin said that, from a security industry perspective, the biggest trend at the channel level is that partners are moving to a service delivery model rather than remaining at the reseller model.
"Four or five years ago, almost everyone we deal with now, were companies that sold hardware and walked away, and now they're mostly packaging services," he said.
"The companies that were relying on this idea of 'I make a sale here and then I'm back at ground zero and have to start again,' are largely running out of business... Companies tend to still want to chase that 'one big hit' and it's tough."
The benefit is thus blatant: business longevity.