ChannelLife New Zealand logo
Industry insider news for New Zealand's technology resellers
Story image

Exclusive: Duo business booms on back of heightened security demand

By Heather Wright
Wed 18 Oct 2017
FYI, this story is more than a year old

Duo were forecasting for around 70% growth this financial year.

Six months into the year the company is clocking 132% year on year growth.

The massive growth, says Duo co-founder and director Kendra Ross, is both great and challenging at the same time.

The distributor – New Zealand’s largest cybersecurity pure play distributor – has added additional staff members around renewals and quoting, along with the addition of a pre-sales person in Auckland, and is looking to recruit a channel sales person.

Recent months have also seen it scoop up exclusive distribution rights for both McAfee and Ivanti, with both agencies showing early wins for the distie.

“It’s really starting to take off for us,” Ross says of McAfee. “We’re starting to really bed the offering in and almost relaunch it into the marketplace and it has been really well received.”

Ivanti too is proving popular with its message built around the Australian Signals Directorate’s Top Four, including whitelisting and patching.

Longer term vendors are also staying the course for Duo, with Ross noting that CheckPoint is still very strong and a growing company in the marketplace.

“We’ve seen significant growth with them this year with some very large projects,” she says.

Ross says Duo is seeing high demand for endpoint and next generation endpoint offerings.

“And that doesn’t just mean desktops and laptops. We’re now in that internet of things world so we’re talking about securing devices outside the network.

“It’s not a MDM play any more, it’s an endpoint play with a number of people playing in that space – and that can be down to application whitelisting as much as what else protects the endpoint.”

Identity and governance around identity is also proving a hot topic, with the traditional area around IPS still particularly strong, Ross says.

“We’re seeing a lot of renewals and upgrades in terms of existing infrastructure around the firewalls, but when they do that they will probably add in threat intelligence and layer it on top as well.

“That’s a growth sector for us.”

But Ross, who sits on a number of high level boards aimed at driving the security message in New Zealand, is adamant that the security market isn’t just about the latest products.

“This isn’t just around the latest fad in the market. This is around building a resilient New Zealand and making New Zealand as protected as possible,” she says.

“And that means that we need to get our clients in a better and more mature security posture - and to do that we need to be the experts in what we’re advising.”

She’s urging resellers to upskill for the growth area – or to partner with others who can provide the required expertise.

“It’s not good enough to say you can do security. You need to have experts in this space and that requires people with deep, expert knowledge, or looking to partners and vendors to support you in this area and provide the skill sets needed.

“We have just seen 10 of the biggest breaches internationally were all through misconfiguration of AWS S3 buckets and that would have been down to the skill levels of the people deploying that,” she notes.

“It’s a fantastic growth market to get into, but you need to have the skills to support what you are doing.”

Ross says it’s important resellers make their moves now, with the channel and technology ecosystem changing as new ‘shadow channel’ – the marketplaces springing up on the back of AWS and SAP and areas like accountancy firms who are making moves to sell technology along with their traditional services – move into the market.

“That’s another reason to dip their toe in now and start to build up a practice before these competitors who are in the background start to dominate or come into the market.”

Like accountancy firms, Ross says resellers need to build loyalty and become trusted advisors – a current key word for the New Zealand reseller channel.

“The accounting firms and people like that already are probably doing audits and their books at the end of the year, so in their mind they already have a trusted relationship.

“Technology companies have to build that same trusted advisor status.”

Which brings us back to expert knowledge, Ross says.

“It starts with having expert knowledge and being experts in your field.

“You can’t just be a procurement person in this industry. You have to also have leadership in the industry. You need to be thought leaders, on your website and through the events you run, you need to be sharing your ideas around this industry and how to solve the problems.”

Ross says she’s a strong believer in community. “It is community that says you’re trusted. “Duo has done that through supporting First Tuesday. You don’t have to build a community but you need to be part of the community and present and visible.”

Ethics and principles come into play as well. You need to be an ethical organisation with very strong principles and demonstrate that to your customer.”

For those that succeed in becoming trusted advisors and carving out a strong play in the security market, Ross says the future looks bright.

“This problem with the threat landscape isn’t going away. It’s just going to continue to grow,” she says.

Related stories
Top stories
Story image
Hands-on review: Huawei Watch D smart watch
The Huawei Watch D is the latest flagship smart watch from the Chinese tech giant, and it's further proof that the company is more than capable of competing with the likes of Samsung and Apple in the highly competitive wearable market.
Story image
Hands-on review: OPPO Find X5 smartphone
With the release of the new OPPO Find X5 in March, we got the opportunity to explore another one of their premium devices.
Story image
Hands-on review: JBL Flip 6 portable speaker
Once you switch it on, and listen away for up to 12 hours, you will quickly realise that this is a little speaker looking for a party.
Story image
Tech job moves
Tech job moves - Fastly, INX, Kinly, SmartBear & Vectra AI
We round up all job appointments from July 29 - August 12, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
Samsung introduces new generation of foldable smartphones
Samsung has unveiled its new range of Galaxy Z smartphones, bringing new developments to the company’s foldable smartphone portfolio.
Story image
Dicker Data
Dicker Data brought on as Acronis partner for A/NZ
The news about the partnership comes in as cyber criminals continue to exploit gaps in traditional solutions and strategies in NZ and across the APAC region.
Story image
Red Hat
Red Hat announces 2022 awards winners for A/NZ region
Red Hat recently acknowledged Australia and New Zealand partners with its annual awards, highlighting partners across various categories.
Story image
Financial results
Jade Software’s plan to get back to surplus in 2022
Jade Software has released its latest financial report, revealing that the company has kept its loss low from $567,000 in FY 2020 to just $153,000 in FY 2021.
Story image
9 in 10 retailers prepared for economic challenges this year
Some 9 in 10 retailers (86%) are prepared for continued inflation, higher interest rates and potentially lower consumer spending, according to new research.
Story image
Organisations exposing highly sensitive protocols to public internet
More than 60% of organisations expose remote control protocol SSH to the public internet, while 36% of organisations expose the insecure FTP protocol.
Story image
Home security
Hands-on review: Eufy Wire-Free Dual Cam Video Doorbell 2K
We have had our house secured by Eufy products for over seven months now. We love the brand, and it has never let us down.
Story image
Machine learning
Sysdig releases CDR offering to combat cryptojacking
Sysdig has unveiled a cloud detection and response (CDR) offering powered by machine learning to combat cryptojacking.
Story image
Dark web
Beware the darkverse and its cyber-physical threats
A darkverse of criminality hidden from law enforcement could quickly evolve to fuel a new industry of metaverse-related cybercrime.
Story image
Attacks on gaming companies more than double over past year
The State of the Internet report shows gaming companies and gamer accounts are at risk, following a surge in web application attacks post pandemic.
Story image
Application Performance Monitoring / APM
New Relic integrates offering with Atlassian’s Jira Software
New Relic has integrated errors inbox with Jira Software to allow developers to easily access and set up complete stack error tracking and software performance monitoring from within the tool.
Story image
Spectralink DECT devices now integrated with Microsoft Teams SIP Gateway
Spectralink DECT devices are now integrated with Microsoft Teams SIP Gateway to help create better results for business-critical frontline workers.
Story image
Nozomi Networks adds nine partners to its MSSP program
OT and IoT security company Nozomi Networks has added nine new members to its MSSP Partner Program, and the list includes CyberCX and Deloitte.
Story image
Document Management
TrustRadius gives M-Files two document management awards
TrustRadius has recognised M-Files with both a 2022 Best Feature Set and a 2022 Best Relationship award in document management.
Story image
New range of Samsung Smart Watches announced with health focus
Samsung has announced new additions to its SmartWatch portfolio, with the Galaxy Watch5 and Galaxy Watch5 Pro to be released in late August.
Story image
Cyber attacks
Dramatic uptick in threat activity with exploits growing nearly 150%
"While it’s not a surprise given increased attack opportunities like remote work, it’s still a worrying development and one we cannot ignore."
Story image
Hands-on review: Arlo Go 2 security camera
In my humble opinion, Arlo Go 2 offers security for anyone needing to keep a remote eye on prized possessions or premises at different locations.
Story image
Home Entertainment
Hands-on review: TCL 65″ C835 Mini LED 4K Google TV
We introduce you today to a TV that brings the height of immersion to your viewing experience: The TCL 65″ C835 Mini LED 4K Google TV.
Story image
Ingram Micro
Ingram Micro NZ sees $74 million revenue growth in 2021
Ingram Micro New Zealand's latest financial report reveals that its revenue from contracts with customers increased by almost $74 million in 2021.
Story image
SnapLogic teams up with meetmagic for charity and children
SnapLogic has announced its partnership with meetmagic, an online Australian platform that combines business and philanthropy.
Story image
Workplace design a crucial factor for better employee experience - report
The key to a successful workplace could be its design, according to research from Ecosystm and Neat.
Story image
High level of Customer Identity & Access Management adoption
The study from Okta revealed that the pandemic has either accelerated or highlighted the need for digital-first strategies.
Story image
Artificial Intelligence
Exclusive: NZ-based DEFEND offers global cyber protection
DEFEND supports customers in 66 countries across the globe with a relentless focus on ensuring that every dollar spent on security provides a meaningful return on investment and reduces cyber risk.
Story image
Web application firewall
Radware recognised in KuppingerCole’s 2022 Leadership Compass report
Radware has been named a Product, Innovation, Market and Overall Leader in the 2022 KuppingerCole Leadership Compass report for Web Application Firewalls.
Story image
Cloud and data protection big challenges for NZ businesses
"This surge towards a cloud-first approach meant security and safety became afterthoughts - there's no point being the fastest car on the racetrack if you crash.”
Story image
Ministry will no longer accept equipment from Chinese firm Hikvision
The Ministry of Business, Innovation and Employment (MBIE) says it will no longer accept equipment from a major Chinese surveillance camera maker.
Story image
Snyk announces plans to expand partner network in APJ
Recognising that partnerships are critical for growth, Snyk is building an entire partner ecosystem that will drive its expansion across APJ.
Story image
NZ program recovers and recycles more than 177 tonnes of e-waste
The TechCollect NZ pilot program says its milestone of recovering and recycling more than 177 tonnes of ICT e-waste recognises the efforts of many.
Story image
Privileged Access Management / PAM
The importance of stopping identity sprawl for cybersecurity
The 2021 Data Breach Investigations Report (DBIR) shows that 61% of all breaches involve malicious actors gaining unauthorised, privileged access to data by using a compromised credential. Unfortunately, it is often too late when the misuse of a credential is detected.
Story image
Keysight Technologies and Nokia’s public test of 800GE success
Keysight and Nokia have successfully demonstrated the first public 800GE test, validating the readiness of next-generation optics for service providers and network operators.
Story image
Why security needs to shape your journey to the cloud
It's estimated that 80% of workloads could be in the cloud in the next few years. How can you make all that data secure?
Story image
Hybrid Cloud
The essential guide to digital transformation by SolarWinds
Digital transformation is a buzzword thrown around all the time by companies, but what does it actually mean and why is it important? SolarWinds breaks it down.
Story image
New Zealand
2degrees announces appointments to newly established board
2degrees has announced Liz Coutts as the board chair, while Russell Stanners and Kathy Meads join her as directors.
Story image
LG Electronics
LG Electronics’ revenue in NZ grows by 57% in FY 2021
The New Zealand branch of LG Electronics Australia's total revenue shot up by nearly NZD $45 million reaching a total of $123.7 million for FY 2021.
Story image
Google Cloud
Google Cloud to open first cloud region in NZ - among others
Google Cloud has announced plans to bring three new cloud regions, one each in New Zealand, Malaysia and Thailand.
Story image
Garmin expands NZ footprint with new Auckland distribution centre
The facility at Goodman’s Highbrook Business Park will be fully operational from October 2022 and features 3,586sqm of warehouse space.