Seccom gives thumbs up to channel

Young managed security services provider Seccom Networks has added a partner program to what was a direct sales-dominated strategy and plans to sign three distributors and some 10 resellers.

Colin MacKenzie, chief executive at the managed security services provider (MSSP), said Seccom Networks sought three distribution deals and up to 10 resellers.

The first deals – probably with at least one "large" distributor and one "major" reseller -- would be sealed within weeks, he said.

"Over time, we want to get 10 major resellers. People who are doing business with customers on a national basis and we're also targeting three distributors," he said.

Seccom Networks sells managed security services built around product from security vendors such as Fortinet – and, more recently, Aventail.

"A lot of MSSPs will run a diversified business, in applications or software, engineering or whatever," MacKenzie said. "We differentiate ourselves because we're not aligned with any one security vendor or ISP."

MacKenzie said Sydney-based Seccom was targeting niche security consultancies and associated service providers across the Asia-Pacific. The MSSP also had offices in Melbourne and Jakarta.

"We're now moving from direct sales with our clients to working with referral partners in the consulting space that have a quasi-fiduciary relationship with their clients already," he said.

The past year had seen 100 percent sales growth for year-old MSSP in Australia alone. The company was seeing "triple digit" growth figures globally, MacKenzie said.

"That's supported by some major contracts, with customers like LJ Hooker and Manpower," he said.

Seccom sales director Gavin Matthews and a business development team would help resellers get into managed security services, which traditionally had a high barrier to entry due to its complexity and cost, MacKenzie added.