Database and application security vendor, Imperva, has recruited a second distributor, Digital Networks Australia (DNA), in a bid to expand its reach into different market verticals.
In late 2009, Imperva officially established a presence in Australia with the opening of a Sydney office. Two months later the vendor appointed its first and sole Australian distributor, M.Tech.
Headquartered in Singapore, M.Tech is a security focused distributor.
DNA was appointed for its technical expertise and its ability to bring Imperva products to areas beyond security.
“We saw DNA as the missing fit towards expanding what has been an amazing growth story for us – we have had triple digit growth year-on-year for the past two years,” Imperva vice-president of Asia-Pacific and Japan, Stree Naidu, said.
DNA and M.Tech cover different sectors of the market so there will be no clash between the two distributors, according to Naidu.
Imperva currently has eight resellers across the countries which are traditionally security focused along with a few large global system integrators. Going forward, it wants to have 10 premium partners with a splattering of associate partners across Australia in different regions and verticals.
“What we are seeing now is security moving up the business chain and being embedded into projects from inception as opposed to being look at as a separated silo later down the track,” Imperva regional sales director, Kane Lightowler, said.
“We are really looking to expand our partner base into new geographies and new verticals that we currently don’t have the capacity to meet.”
The vendor has a particular interest in breaking into the Microsoft SharePoint market and DNA would be able to assist in that area.
“SharePoint is Microsoft’s fastest growing product and Imperva has some very relevant value to add to that environment in terms of who is accessing SharePoint and what they are doing with that data,” DNA director, Munsoor Khan, said.
“That potential market is not even aware of Imperva and resellers that work there are not typically security practitioners.
“They can benefit from this technology.”
Protection of assets in the Cloud is another area the vendor saw as a potential high growth area.
Khan refused to disclose the revenue expectations from this new partnership but expects it to be “significant”.
Imperva has expanded to Queensland and the ACT since its inception in Australia. It is looking to open up an office in Victoria and boost headcount later this year.
