Although his office will be located in Clifton Park, N.Y., Walter said he plans to spend much of his time "in the field working with the company’s strategic partners throughout North America."
Walter most recently served as vice president of Operations, North America, for Chile-IT, an organization dedicated to helping Chilean information technology companies promote their services. Prior to that, he was president and COO of D&D Consulting, which specialized in information security, managed services and other IT areas. Walter also spent time at Cervalis, a provider of IT infrastructure solutions.
The company offers a range of hardware and software solutions including a remotely managed unified threat management (UTM) appliance that combines numerous applications -- firewall, intrusion prevention and detection, virtual private network, content filtering, antivirus, antispam, antiphishing and antispyware.
As Walter said, information security management can be very scary and distracting to the core operation. VARs that can offer a simple security management platform to their customers can build out a nice recurring revenue strategy — the Holy Grail for resellers.
“I believe that the most valuable experience I bring to the table is that as a former president and COO of a VAR, I know what a bad channel program looks like, and I also know the value of a well-designed and -integrated channel program,” he said. “You really need to understand your VARs' business as well as what makes their customers tick.”