Network and security VAD Exclusive Networks has been chosen by Gemalto, a major vendor in digital security, as the sole distributor of its identity and data protection solutions in Denmark, Finland, Norway, Sweden and the United Kingdom. The new agreement focuses on Gemalto's SafeNet authentication, encryption and key management products.
With the tremendous increase in data breaches during recent years as well as the General Data Protection Regulation (GDPR) due to be implemented within the next 18 months, there is a tremendous opportunity to help businesses protect their data and ensure they are fully compliant with new regulations. According to IDC, there is a €1.6b opportunity for security vendors as organisations attempt to meet the spirit of the regulation. The agreement between Exclusive Networks and Gemalto will enable businesses in the two regions to take advantage of the two companies' combined knowledge and expertise in data protection to help them address GDPR.
Exclusive Networks has worked with Gemalto for more than 10 years, and will look to build on this relationship as part of the new arrangement – educating organisations on the risks they face and how they can overcome them. As part of the agreement, Exclusive Networks will invest significantly by offering not only advanced technical training to ensure both its staff and resellers are up to speed on industry issues and how Gemalto's solutions can help solve them, but also by providing sales and marketing support.
Phil Holmes, UK Channel Sales Director at Gemalto, said: "with the high demand from the UK and Nordic markets, we needed to enhance the support and investment from our distributor to accelerate our current growth whilst continuing our work to educate businesses on how best to protect what matters most, their data. Exclusive Networks' proactivity, great technical team and strong relationships with its resellers makes them the preferred partner. Working together, we're confident that we will maximise opportunities to help organisations achieve their data protection objectives in line with the changing requirements."
Graham Jones, UK Country Manager at Exclusive Networks, commented: "we are very excited to become Gemalto's sole distributor in the UK. Experience has taught us that a true partnership based on sole distribution benefits all parties as it allows us to invest more heavily and show real value back to both our partners and vendors. To be able to fully support and advance Gemalto's growth plans, demands significant investment and we will look to do this through our technical, sales and marketing teams. With initiatives such as 'CARM for GDPR' with Gemalto's encryption and key management solutions at the core and the synergy with alliance vendors such as Palo Alto and Nutanix, we will be looking to build the Gemalto brand and allow our partners to increase their revenue streams into new customers."
All three companies in Nuvias Group, the pan-EMEA high value distribution business, which is redefining international, specialist distribution in IT, announce major 2016 award wins. Unified communications (UC) specialist SIPHON (present in the Netherlands and the United Kingdom) has been named the 24th fastest growing technology company in the UK, as part of Deloitte's prestigious UK Technology Fast 50 rankings. Security specialist Wick Hill, which is present in Austria, Germany and the United Kingdom, has been awarded CRN's prestigious Security Distributor of the Year 2016 title, for an unprecedented third time in a row. And advanced networking specialist Zycko (present in Denmark, France, Germany, Hungary, Italy, Malta, the Netherlands, Norway, Poland, Spain, Sweden and the United Kingdom has won two channel awards from videoconferencing vendor Lifesize. Zycko has been declared EMEA Distributor of the Year 2016 and EMEA Marketing Partner 2016. Paul Eccleston, CEO of Nuvias, said: "these awards show a significant achievement for all companies in the Group in 2016 and illustrate their commitment and ability to deliver excellence to channel partners. Although two of these awards are UK-based, the industry leading solutions and services that all companies in the Group provide are available to channel partners across EMEA. In the last few months alone, for example, we have signed pan-EMEA contracts with Malwarebytes, Nokia and HID Global. The awards also justify the acquisition of all three companies into the Nuvias fold, as forward thinking organisations with a focus on innovation and technical excellence, as well as an ability to fulfil channel and vendor partner needs."
Security vendor BeyondTrust has consolidated its channel strategy and is joining Westcon Security's exclusive Accelerate program. With the agreement, BeyondTrust is expanding its distribution footprint globally (in the EMEA region, through Westcon Security offices in Austria, Belgium, France, Germany, Italy, the Netherlands, Norway, Portugal, South Africa, Spain, Sweden, Switzerland, the United Arab Emirates and the United Kingdom). The move underscores escalating demand for security solutions that guard against insider threats and data breaches for businesses of all sizes. End-user demand for better security visibility, control and protection have reached new heights, in part because the number of data breaches so far in 2016 has increased nearly 20% compared to last year, according to the Identity Theft Resource Center. BeyondTrust joins the Westcon Security Accelerate program in order to develop a global channel program capable of recruiting and enabling new solution provider partners around the world. This expanded partnership will provide significant scale and reach into new, untapped markets for BeyondTrust. With up to 80% of security breaches involving privileged credentials, controlling and monitoring privileged access is critical in the fight against insider threats and data breaches. BeyondTrust’s partnership with Westcon Security advances the BeyondTrust commitment to preventing privilege misuse and stopping unauthorized access. Westcon Security has the expertise to help BeyondTrust bring privileged access management to a broader market, quickly and effectively. Through the partnership, BeyondTrust's network of channel partners, systems integrators and solution providers also gain access to the support and go-to-market strategies available through Westcon Security.
"With Westcon Security working with more than 17,000 trading partners in the security industry worldwide, our partnership will provide acceleration for BeyondTrust in a scale that we may not have been able to achieve on our own", said Maurice Heiblum, COO BeyondTrust. "We are thrilled to make our best-in-class privileged access management offering through this premier global IT and security distributor, giving our channel partners, systems integrators and solution providers access to a first-class model available only through Westcon Security."
Westcon Security continually evaluates the technology landscape for innovative products and services that hold long-term opportunity for its customers' success. The value-added distributor's Accelerate program specifically targets vendors that may not have previously used or considered distribution as a route to market. Taking a programmatic approach, Westcon Security makes it easy for vendors to ramp in each country or region, providing a repeatable, efficient, cost-effective, scalable process to expand geographically. Meanwhile, vendors can leverage Westcon Security's highly specialized solutions groups and services to more accurately target the IT service providers and the markets they wish to reach. The Accelerate program also strengthens Westcon Security's overall ecosystem, enhancing its ability to offer multi-vendor solutions that solve more complex business problems.
"Our Accelerate program provides the most innovative, industry-leading products and services that channel partners, systems integrators and solution providers trust to secure organizations from security threats of all kinds", said Patty Gray, vice president of Global Partner Management at Westcon Security. "BeyondTrust's privileged access management tools enable our solution provider customers to better, more effectively deploy cybersecurity strategies that help better protect today’s enterprises from threats involving privileged credentials."
New employees and brands for Commaxx
Sweden: infrastructure VAD Commaxx has hired Robin Jansson and Linus Hagel to strengthen its team. Robin is the new marketing and sales coordinator, while Linus joins the salesman team. These two recruitments come in time to help the distributor push more efficiently the new brands it has recently added to its portfolio, including backup solutions from Exagrid and Arcserve (source: IT Branschen Sverige).
Scandinavia: touch technology vendor ELO Touch has chosen broadliner and sparepart specialist EET Europarts as an official distributor for its full product portfolio of touch computers, touch monitors and interactive signage products, in Denmark, Finland, Norway and Sweden. With the ELI touch product assortment EET Europarts will be able to offer its PoS & Auto ID customers and installers a much wider product portfolio, and additionally be capable of offering assistance in the implementation of major PoS projects. "Elo Touch Solutions invented the touchscreen over 40 years ago, and is today one of the leading manufacturers of touchscreens worldwide. The product portfolio includes i.a. a broad selection of interactive touchscreen monitors and all-in-one touchscreen computers", says Tommi Brodersen, Head of PoS & Auto ID at EET Group. "We really look forward to the cooperation with Elo, which enables us to offer our customers a highly recognized brand, giving us the opportunity to optimize our product mix and strengthen our position in the market." Maarten Bais, General Manager & Vice president EMEA, at ELO Touch Solutions, is very pleased with the agreement, and he says: "with a solid history in the distribution business and a reach and experience that perfectly matches our product portfolio, EET Europarts is a perfect fit for Elo in the Nordic region. Both our Point-of-Sales systems as well as interactive digital signage displays fit into their strategy. The testimonials of appreciation of EET Europarts shown by their customers further convinced us that we have found the right partner for future growth in the region."