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Exclusive Networks continues to follow a strategy of signing vendors that can offer disruptive technology as it extends its security portfolio adding a couple of names to its roster.
The first signing will not be unfamiliar to the security channel but over the past year Proofpoint has worked hard to reinvent itself as an indirect player and brought on board a fresh channel team that is committed to a two-tier channel model.
Hexis Cyber Solutions is the other name that will be added to the Exclusive list and will be handled by the emerging technology team as the vendor is looking to take its first steps into the UK market.
Hexis also comes with the backing of resellers that put the vendor through a Dragons' Den type process held by the distributor to see which potential signings would get the blessing of the channel community.
Graham Jones, UK managing director at Exclusive Networks, said that it was always assessing potential vendor signings but had to be sure they were selling a product and not a feature and weren't just looking to ramp up European sales as part of some IPO plans.
"They are here and have feet on the street. Proofpoint is going to be handled by out strategic division and Hexis is going into our NewTech division," he said.
Jones said that both vendors were part of what it described as security 2.0 where it was no longer just about identifying a problem had occured but provided the technology to fix the problem.
Discussions with Proofpoint have been going on for the last few months and Jones said that it had talked about making a commitment to the indirect two-tier model.
"It has been around a long time and is one of the leaders in the Gartner magic quadrant but it has changed its whole team and brought in people who really understand the channel," he said.
In response, Gary Rider, vice president of EMEA Sales for Proofpoint, said that the demand for cyber security products continued to rise across Europe.
“Getting closer to the cybersecurity reseller community is imperative to our business, and the Exclusive Networks UK distribution agreement is key to achieving that goal in the UK. It’s a golden opportunity for partners to get involved and to understand how our security approach protects their customers from the advanced attacks that target them via email, mobile apps and social media," he said.
The appoinment of Hexis involved the distributor organising its second Dragons' Den style event with a growp of ionvited resellers, SIs and VARs listening to three minute pitches and then spped dating potential vendors before casting their vote on who should get the backing of the distributor.
Jones said that the process made it clearer who should be signed and which vendors were perhaps not quite ready, "We don't say yes to everybody".
Hexis is one of those firms that helps deal with attacks rather than just alerting the customer to the fact they have been hit.
“In an evolving threat landscape, the nature of cyber attacks is continuous,” said Bernard Girbal, vice president of channel, EMEA, Hexis Cyber Solutions. “As a result, threat detection, verification, and response also need to be continuous. Traditional signature-based solutions are no longer enough, which is driving organisations to adopt next generation threat protection solutions."
"By using an integrated platform to monitor endpoints and the network, it is possible to identify incidents and take action to remove threats in an automated way, before sensitive information is compromised," he added.
The two signings this week will not be the last for Exclusive Networks and Jones said that it was inundated with vendors looking to use its services. The challenge for the distributor is to continue to find those that will provide the value, opportunities and longevity that the channel needs.