New Zealand now has a second distributor for security vendor CA. Ingram Micro, already a firm distributor of CA products here in New Zealand is now being joined by Atari. Patrina Kerr, director of home and small office for CA, said that they have recognised a need to be more focused on the retail market, and Atari can help directly to feed that need. They were looking for a unique differentiator that they couldn’t get with their current distributor. The dedicated new Atari team are only representing CA, and due to being located here in New Zealand, have already established national retail relationships.
“The impact on the channel will be very positive,” says Kerr.” The increase of CA presence in New Zealand will only go to help customers, retailers and resellers. It will not take away from existing channels,” she was quick to add. There is no mandate to drive into the existing current reseller community. “This goes directly to our marketing strategy,”Kerr said, “It sits across multiple groups and the reseller channel is critically important.”
Atari has been given a selected set of accounts, however, Ingram can still sell to these accounts, as there will be no restrictions to either, for resellers or OEMs. Each distributor will play to their own strengths, which should make both of them stronger in the long run. The objective now is to grow the market share for CA in New Zealand.
The implication for general resellers is a benefit, as the prevalence of CA grows in New Zealand. CA products will essentially become easier to sell as awareness is increased across the broader channel