Exinda has expanded its ANZ team with the appointment of Mark Geddes to the role of Country Manager for ANZ. Geddes will be responsible for growing the company’s distribution and reseller channel in the region and supporting existing channel partners to fulfil growing customer demand for WAN optimisation and application acceleration solutions. Geddes will visit New Zealand every one to two months to keep in touch with reseller partners.
For a company that started in Melbourne, Exinda has experienced tremendous worldwide growth. “We started in Australia in 2002,” said Con Nikolouzakis, CEO of Exinda. “Most of our revenue now comes from Europe and Asia, and we’re making inroads into the United States; but Australia and New Zealand were the first cabs off the rank. New Zealand has been punching above its weight in terms of revenue for a long time.”
Nikolouzakis and Geddes see huge opportunity in New Zealand, and in combination with Exinda’s sole NZ distributor, Crawford Technology, they plan to ramp up their New Zealand reseller partners. With approximately 40 Exinda Certified Network Associates in New Zealand already, the company is set to expand even further.
A 100% channel company, Exinda relies heavily on its partners to develop sales leads in New Zealand. “We do online advertising through Google, and webinars and seminars, but the majority of our customers come through the channel – most of our leads are channel based,” explained Nikolouzakis.
Exinda looks for resellers who may not already be in the WAN optimisation and Unified Performance Management (UPM) space and encourages them to become involved in the emerging market. The company looks for partners with expertise in adjacent fields, and one of these is security.
“Our perfect partner is generally medium-sized, with 12-20 products in their set,” Nikolouzakis stated. These are generally security products, and they might already be working with the likes of Watchguard, Fortinet or SonicWALL. We find that the middle-tier they’re selling to has both security and performance needs.”
The key focus now is to grow awareness in the New Zealand market and develop Exinda’s channel. Nikolouzakis sees great opportunities to get on board and get in early. “Our partners are generally selling a solution where there is no comparable solution already in place,” he said. With the arrival of Geddes, Exinda is poised to grow in New Zealand, through the strength of its channel partners. Contact firstname.lastname@example.org for more information