30 April 2008 11:41AM
Tags: idc | channel | key | success | security | vendors | nz

IDC research has revealed that over 80 percent of all security software in A/NZ was sold through the channel in 2007

According to Patrik Bihammar, senior analyst for security solutions A/NZ for IDC, the channel is crucial to the security vendor community. in the local market.

“It is at the frontline of understanding customer needs and they often own the customer relationship. This is particularly true in the SMB market as the majority of SMBs are managed indirectly through partners,” he said.

In the study entitled ‘Australia and New Zealand Security Channel Review 2007’, IDC revealed the importance of SMBs in the channel as they constitute a major part of the economic fabric in A/NZ. The research recommended vendors build strong and sustainable partner strategies and relationships to gain and also maintain market share.

“An effective partner strategy is critical for security vendors to be successful in maintaining and growing market share,” added Bihammar.

This article appeared in the 28 April, 2008 issue of CRN magazine.