Sergey Nivens - Fotolia

Ignition using services to drive channel growth

The distributor is putting the focus on ensuring it can deliver service opportunities for security resellers

Security channel player Ignition is aiming to continue its string growth since forming three years ago and has set its sights on expanding to the continent.

The distributor, which specialises in handling security software and cloud-based solutions, has seen its revenues double each year and is aiming to do the same again in its fourth fiscal year.

The founders of the firm emerged from a reseller background and identified that there was a gap in the market for a distributor that would concentrate on next-generation security cloud offerings.

Sean Remnant, chief strategy officer at Ignition, said that as well as looking at international expansion the firm was increasing the support it could deliver resellers.

"We are enabling the channel with the right solutions but also enabling them with the services opportunities as well. When we look at technology we are looking at building services around them and enabling the partners to wrap services around that as well. Services are going to be a massive part of the security market in the next three to four years and its about helping partners take advantage of that," he said.

"A lot of partners see us as de-risking the product selection and helping them stay relevant as the market changes," he added "We do a lot of diligence looking at the technology and the people behind it and making sure they have a good track record and the funding is there."

The channel player is keen to work in those areas where technology is emerging that should keep the security industry busy for years, including endpoint, identity management and AI.

"We are bringing solutions together around where we see the market opportunity," he added "Then it is about wrapping it all with services."

Ignition recently launched its Catalyst services offering which brings together the available provision from vendors as well as its own in-house developed options.

The firm is looking to take its first steps beyond the UK onto the continent and will be updating on that strategy over the next few weeks.

One of the themes of the recent InfoSec event was the large number of vendors that were talking about looking to increase the number of managed security services providers they worked with and Remnant said that it was also experiencing interest from a "broad church" across the channel as an increasing number of resellers looked to increase their activities in security and services.

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