歐洲及紐西蘭安全系統銷售業者及通路夥伴

Abstract

This IDC study provides insights into the Australia and New Zealand (ANZ) security channel partner management and engagement by providing profiles of a sample of security vendors' local channel partner management strategies and programs. Moreover, the study discusses how to engage with the channel partner community in ANZ more successfully. The study further discusses the importance of and reliance on the channel partner community for security vendors in the ANZ market.

"Partners are at the frontline in understanding the customers as they face the customers and often own the client relationship. This is particularly true in the small and medium-sized business (SMB) market. The high number of SMBs in the ANZ market makes it vital for security vendors to build robust partnering strategies and ecosystems in order to gain and maintain market share," says Patrik Bihammar, senior analyst, Security Solutions, IDC Australia and New Zealand.

Table of Contents

• Table of Contents
• IDC Opinion
• In This Study
• Situation Overview
  • The Importance of Channel Partners
    • The Role of Small and Medium-Sized Businesses in the Economy
    • Figure: Australia Business Size Distribution
    • Figure: Weight of Small and Medium-Sized Businesses in the Australia Economy
    • The Role of Channels in the Australia and New Zealand Security Software Market
    • Table: Australia and New Zealand Security Software Direct Sales Versus Indirect Sales by Segment, 2006 (%)
    • Important Vendor Attributes
    • Table: Importance of Vendor Attributes as Ranked by Australia Channel Partners
  • Security Vendors' Channel Partner Strategies
    • McAfee
      • Product and Service Offerings
      • Partnership and Alliance Strategies
      • Table: McAfee Security Reseller Partners in Australia and New Zealand
    • RSA, the Security Division of EMC
      • Product and Service Offerings
      • Partnership and Alliance Strategies
      • Table: RSA Security Reseller Partners in Australia and New Zealand
    • Sophos
      • Product and Service Offerings
      • Partnership and Alliance Strategies
      • Table: Sophos Security Reseller Partners in Australia and New Zealand
    • Symantec
      • Product and Service Offerings
      • Partnership and Alliance Strategies
      • Table: Symantec Security Reseller Partners in Australia and New Zealand
    • Trend Micro
      • Product and Service Offerings
      • Partnership and Alliance Strategies
      • Table: Trend Micro Security Reseller Partners in Australia and New Zealand
• Future Outlook
• Essential Guidance
• Learn More
  • Related Research
  • Definitions
    • Channel Partner Definitions
      • The Role of Distributors
  • Synopsis