AirWatch touts hands-on approach
Vendor will support resellers 'to the hilt' with Exeed’s MycloudstoreBy Simon Eskow, Auckland | Friday, 27 July 2012
AirWatch is touting its hands-on approach in bringing mobile device management solutions through its New Zealand partners.
The company has seen persistent growth in ANZ in the last 18 months, with a Melbourne-based support staff that has risen from four to 14. That number is heading up to 20.
AirWatch works through such managed services resellers in New Zealand as Gen-i, Mobile Mentor, Tectonics and Vodafone, and earlier this year signed on with Exeed’s SaaS distribution gateway to give it further reach into the smaller end of the SME market here.
“What we strongly say to our partners is that we aim to have the best of breed software, but we’re not going to get into the managed services itself,” says Rob Roe, AirWatch’s MD for ANZ. “That’s where you play and you make your money. But we’re going to support you to the hilt.”
The company says it has seen an advantage in selling through Exeed’s Mycloudstore distribution model. Roe says the distributor has been able to add value to the product, taking the first call, but he emphasises that the Melbourne based team is very much hands on.
“The biggest difference for ANZ channel to market has been that for a lot of partners of software companies their first call is to the US or somewhere else,” says Roe. “So we’re much more on the ground than the technical help for reseller of software out of the US, with more in depth customer support.”
AirWatch’s resellers, such as those it has in New Zealand, add on services to the MDM offering the vendor sells out of a datacentre in Australia. The company also has resellers in other regions that stand up their own cloud to resell the MDM services in their own datacentre. The company does not have a partner like that in New Zealand yet.
When asked if AirWatch has any resellers in this country interested in standing up their own cloud to offer MDM, he only said “there is a demand” for it in New Zealand.
Speaking about business in general, Roe says “every second inquiry seems to be coming out of New Zealand.”
On top of securing and managing smartphones and tablets, AirWatch helps with policy, setting up VPNs, and partitioning work-related property from personal property on private devices in a BYOD scenario.
The company also allows for private app catalogue, has launched a secure browser that can lock down a device to limit its user to specific websites, and has developed a kiosk mode which can turn consumer tablets into secure interfaces for customers in retail spaces, for example.
In addition to technical support and second-line phone support, the company offers weekly product overview webinars for potential customers to log into and weekly technical training webinars for partners. AirWatch offer more indepth training sessions to partners twice a month.
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