Sydney's Enosys sniffs out security sales

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This article appeared in the July 2015 issue of CRN magazine.

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Sydney's Enosys sniffs out security sales
Stefan Hoerzer, George Soumilas and Joseph Mesiti

After debuting in the CRN Fast50 last year, security infrastructure reseller Enosys has had another cracking year, shoring up its strong vendor relationships, signing new vendors and identifying opportunities for enterprise security.

The four-year-old company’s revenues were up 108.6 percent to $4.1 million last year, which was good enough for No.8 in the CRN Fast50, and sales director Joseph Mesiti says this year could produce similar results. “This year’s been absolutely incredible, it’s been a thrilling ride and it’s getting even faster. Security across the industry is going gangbusters, and the only problem we have is struggling with sales coverage.”

Enosys had expanded its sales team to manage its massive growth and opened a Queensland office to capitalise on new enterprise security opportunities. “There’s been such a strong growth in sales that we can’t keep up with all the sales opportunities we’re uncovering. We’ve expanded the sales team to continue growth, but we also need to cover our existing opportunities. There’s huge value in allowing people to focus on the task at hand.”

Enosys has expanded its engineering team to cover new services, such as its next-gen firewall-as-a-service with Palo Alto. “We’re in constant hiring mode. We’re hunting for the best because we get called to do the hard jobs. We have very skilled people internally, but if we’re implementing something new, calling on those specialist skills can be very beneficial.”

Joining its existing vendor partners, a handful of new vendors have come on board this past year as well. “Palo Alto is the standout leader, they generate most of our business. We’re also refocusing on Nutanix, and there are some things we’ve got going with them in the future. But we’ve brought on some new partners like Tenable Network Security, and there’s been a constant stream of interest around their new management suite. Another new player that’s a bit out of left field, but showing a lot of interest, is user monitoring solutions vendor Observe IT.”

Enosys has nailed down a formalised process for customer interaction. “You can’t grow as fast as we have without introducing rigid processes. If we don’t lock in a process now, we risk losing control. We’ve implemented new professional services automation that allows customers to integrate better with us, log tickets, view accounts and review service agreements among other things.”

Cloud access security broker software is the next frontier. “It sits between cloud consumer and provider and allows enterprise-grade security to cloud consumers. It’s all well and good to have a firewall at work, but as soon as staff leave that environment, you need to continue offering them enterprise security. So that’s something we’re actively looking at.”

Mesiti is quietly confident Enosys could back up its Fast50 performance. “We’re still finalising revenue numbers but based on how we’ve gone this year, I’m hopeful we’ll at least be in the top 25. We may even get into triple digits again. I think we’ve done pretty well, but so has the whole industry,” says Mesiti. 


FACT FILE

Head office North Sydney

Top executives Joseph Mesiti (sales director), George Soumilas (operations director), Stefan Hoerzer (technical director)

2013/14 revenue $4.1 million

Revenue growth 108.63%

CRN Fast50 position (2014) No.8

Sectors Networking, information security, managed services, professional services

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