Cloud Distribution, Tech Data and Distology adding to vendor portfolios

Distributors add vendors to their rosters as demand for security tools continues to surge across the channel

The demand for security products is one of the constants in the channel and the past couple of days have seen several distributors extend their portfolios through inking vendor deals.

Cloud Distribution has added Ava Security to the list of vendors it works with, bringing on board the vendor’s video surveillance and data loss products.

The combination of physical and cyber security tools should appeal to those resellers looking to pitch something different to customers.

“By identifying both cyber and physical security threats before they become incidents, organisations can take a more proactive security posture, and we are excited to be working with Cloud Distribution to help its partners solve these challenges for their end users,” said Nick Maxwell, general manager at Ava – UK, MEA and ANZ.

The distributor is already getting its partner base interested in the proposition and has started to prepare the ground.

“Using AI [artificial intelligence] and ML [machine learning] to simplify processes, Ava’s powerful human-centric cyber security solution is clearly a game-changer in the insider threat space, as well as a huge opportunity for partners,” said Adam Davison, chief strategy officer at Cloud Distribution. “We’ve already enabled a number of proof of concepts to users via partners, and we’re gaining incredible feedback on the offering.”

Elsewhere, Tech Data has been given the green light to add Secureworks’ Taegis portfolio to the options it can put in front of partners across Europe.

The platform provides detection and response across endpoint, network and cloud environments, and the distributor is providing a number of programmes and resources to get partners up to speed.

David Ellis, vice-president of cyber security and mobility, Europe, at Tech Data, said customers were having to deal with a range of complex threats.

“In addition, the well-publicised cyber skills shortage makes management of this area very difficult for customers. We believe the Taegis XDR platform can help MSPs [managed service providers], MSSPs [managed security service providers] and resellers manage threats far more effectively for their clients. It also creates a very profitable and differentiated cyber security service offering, resulting in very sticky and close customer relationships,” he said.

In response, Maureen Perrelli, chief channel officer at Secureworks, said the distributor had the established channel network it hoped would pick up its solution. “Tech Data offers MSPs, MSSPs and resellers a comprehensive selection of cyber security tools, services, solutions, digital platforms, enablement and expertise,” she said.

Meanwhile, passwordless identity management player Beyond Identity has turned to Distology to get its products in front of more resellers and MSSPs.

“As part of our global expansion, we are strongly committed to selling through channel partners throughout Europe, and consider this strategy to be foundational to our success. Distology’s proven expertise in IT and cyber security distribution, and their impressive network of security resellers, will help us bring secure, continuous risk-based authentication to new markets at a time when organisations are keenly focused on solutions for securing cloud-based resources and hybrid work environments,” said Kurt Johnson, vice-president of strategy and business development at Beyond Identity.

Stephen Rowlands, sales director for Distology, said the addition of the Beyond Identity solution complemented existing offerings and would give its partners the chance to pitch it as part of an answer for those customers looking for support with passwords.

“We can all relate to the frustrations caused by inputting passwords, and whilst the security around passwords has undergone a transformation in the past 10 years, it’s still not enough,” he said.

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