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Building aggressively on strong foundations

Brian Karlovsky | March 25, 2014
ESET also appoints Blake Shave as Australian channel manager

"However, our main focus is on distributors, VARS, online and offline retailers and MSP partners."

Strategic partners
ESET country manager, Florin Vasile, said the company now had 40 Australian partners. "ProOne sold $800,000 worth of our product in the first seven months. "That is a big bell for the resellers. they are very nice figures. Now is the moment to be on the ground floor."

ESET, which has 800 employees, has achieved a record of consecutive Virus Bulletin 100 awards for its NOD32 technology and and claims to have never missed a single "In-the-Wild" worm or virus since the inception of independent testing in 1998.

Vasile said the most important aspect to the reseller was ESET's market share. "It is 1.4-1.9 per cent in Australia — the worldwide market share is around 10 per cent so there is plenty of room to grow.

"We have 15 per cent in New Zealand, so now is the moment for the resellers to join us because it's totally different when you join a vendor that has a stable market share and there is no room to grow. "We expect to grow around nine per cent in the next three or four years.

Vasile said 2013 was about laying the foundation after opening in Sydney where it now has seven staff. "We have done a very good job so far, but we had to build the foundation," he said. "Since July we have been doing that with our new office but it was not so easy to do.

"This year we will be focused on sales and we want to achieve 10 per cent market share. So far our new partners have really performed in terms of numbers and sales. All the figures were amazing."


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