Dovetail Distribution has begun forging a path into managed security and other services provision, launching two programs offering targeted assistance for smaller resellers.
John Poulter, marketing coordinator at Sydney-based Dovetail, said the distributor launched its MarketMate and Managed Security Services Program (MSSP) initiatives 1 August.
The programs signalled a new push for Dovetail as more resellers requested access to value-added services, he said.
Meanwhile, analysts such as IDC, Gartner and Frost & Sullivan had indicated managed security was a promising new market segment, he said.
"A lot of [what we're doing] is for the SMB, for small to medium-size resellers to target SMBs that don't have their own IT departments," Poulter said. "MSSP gives the ability to manage several companies at the same time from one central console."
Dovetail already partnered security vendors that provided appropriate MSS technology, including Secure Computing, SnapGear and SonicWall, he said.
IT security was getting harder for companies of all sizes to manage without help and SMBs were not exempt. Even small resellers could provide a firewall service to SMBs via distribution, charging the customer an affordable couple of hundred dollars a month, he said.
"Some companies just can't afford an IT person full time," Poulter said. "Basically, [our resellers'] customers will be completely looked after on the IT security front."
He said resellers joining MSSP would be able to carry out reporting, monitoring of bandwidth and web surfing and analyse miscellaneous attacks on the firewall, for example.
Dovetail would also offer financial modelling, sales tools and collateral, product training, account management support, marketing and joint program launch opportunities, Poulter said.
The second program, MarketMate, would give reseller members help with designing and implementing marketing and advertising campaigns, development of brochures and other advertising materials, co-hosting of training and seminars, product positioning and market development funding, he said.
MarketMate also targeted small resellers -- mainly sole traders and resellers with maybe 10 or 20 staff, he said.
However, any resellers that felt the need could join. "They don't necessarily have to be a small reseller. The bigger guys can use it, although they probably won't because they have their own marketing teams," Poulter said.