Security specialists know what lens to buy but need information about networking. IT resellers know the opposite. The company has more than 1,000 unique customers of security products monthly, some who are security dealers and systems integrators and some who are IT resellers, Smith reported.
“What I really want to do is convey the thought that we don’t drive IT resellers into the market — we don’t tell them what their strategy is and what technology to sell,†Smith emphasized. “We are here as a resource for those people who raise their hands and say they want to be in a market, and then we enable them to sell that technology.â€
Smith maintained the company’s expertise in IT technology and networking could help security dealers learn IT. “The security dealers know everything but IT, and we are experts,†Smith noted.
The company has revenue of more than $20 billion annually, and its approximately 80 systems engineers take 2,700 technical calls per day. “Our resource base is extensive enough to assist them,†Smith said of security dealers.
Added Taber, “We believe there will be some synergy between them and an opportunity for them to partner together, where they can go to market as a team.â€