WatchGuard's new A/NZ country manager hopes to continue the strategy established by his predecessor.
David Higgins, who comes into the role from Trend Micro, said WatchGuard already has a strong group of partners to work with.
"It's a continuing evolution of the discussions we've had with our channel partners, and the ones they're having around WatchGuard with customers," he said.
Higgins adds the priority is on supporting current partners and resellers, since they are at the forefront of bringing WatchGuard's products to customers.
"It's our job to assist them in their conversations with clients to have a 'business discussion' with their clients," he said.
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"So what we need to do is work with them to build that conversation around the business part, and not just the technology."
Experience is key
When it comes to WatchGuard's strength, Higgins points to how the company has been around for 16 years and "experience counts" in the security industry.
"We have the ability to continue to innovate and invest in our channel to ensure that customers are getting the best out of their product," he said.
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Higgins aims to spend the next 12 months building on the perception WatchGuard has today, both in the channel and with customers.
"The company has been around a long time with products that work and are well supported, and that is reflected in our business growth," he said.
Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.