Tier-3 on the hunt for more resellers
Australian vendor looks to target financial and critical infrastructure vertical markets
Australian security vendor Tier-3 is on the verge of adding to its reseller base two months after its official launch in the UK.
The vendor, which unveiled its flagship Huntsman software earlier this year (CRN, 21 April) is looking to the channel to help it get traction in three core vertical markets: government, financial and critical infrastructure.
Peter Wollacott, chief executive of Tier-3, said the vendor currently works with one VAR in the UK – 4Secure, which has a strong government presence – but is now ready to expand its partner network to cover the other two key areas.
“We are at the initial conversation stage with a couple of potential partners,” he said. “But we are still looking for resellers that can demonstrate integration skills, along with high-end risk management and compliance understanding.
“We are not aware of another technology like ours on the market, although we encounter competitors in every aspect of what we do.”
Wollacott added that the vendor will provide full training and certification for new partners and that all partners will join at the same level.
Peter Hoinville, commercial manager at 4Secure, said: “About 80 per cent of our business is in the government space. We started working with Tier-3 about three years ago when we first came across its Huntsman technology. We found at the time that nothing was out there to beat it, and there still isn’t.
“Our corporate ethos when working with vendor partners is to select best of breed and we feel Tier-3’s product slots in nicely with everything else we sell.”
Hoinville added that he is unconcerned about Tier-3 adding to its partner base.
“It builds visibility for Tier-3’s pro-ducts and it makes sense to align around vertical markets,” he said.