One of the skills in both distribution and at the reseller levels of the channel is to make sure that you back the right horse and work with a vendor that starts with potential and then delivers.
Those working in value added distribution pride themselves on the ability to identify those vendors that will be winners for the channel and deliver sustained growth and expanding revenue opportunities.But it is just as important for some of the specialist resellers to make the right choices with who they invest time and staff commitment with.
For those that listened to the pitch around the ExactTrak USB security product three years ago and backed the technology the recent announcement that the firm is being given the chance to include its technology in with AMD's has put the mobile security player in a different position going forward.
The USB Security Guardian product is still a key plank of the firm's route to market and its ability to control the user environment and if needed remotely destroy data has won it fans in the public sector and financial institutions, to name just a couple of verticals.
Founder and CEO of ExactTrak Norman Shaw (pictured) first outlined its approach to mobile security a couple of years ago and in the intervening time has not only sealed the relationship with AMD but also signed up Zycko to increase its channel sales.
Not only is the technology now heading into AMD chips and as a result products all over the world but the awareness around mobile security continues to increase.
"People look at mobile data security and assume its theft that is a major problem but the biggest loss of data is internal," he said that being able to provide them with a controlled environment answered a lot of the problems that users were wrestling with.
Others in the market have commented on the way that security has become more of a board issue and that is only set to become more widespread with the EU data protection laws getting closer to becoming a reality.
Getting the message about the importance of mobile security, the need for encrypted data and the benefits of being able to prove it has been destroyed are all things that can be presented to the customer in a consultative pitch.
The AMD relationship
Back in May AMD and ExactTrak sealed a relationship that will see the maker of Security Guardian embed the same technology in the chip giant's processors to protect against the loss and theft of mobile data.
Given its relationships with some of the largest names in the hardware world the use of ExactTrak technology should spread fairly wide.
Roy Taylor, corporate VP of alliances at AMD, commented, “Data and the number of mobile devices are increasing every day which makes mobile data security a very real challenge for businesses and one that we’re happy to be working with ExactTrak to tackle head on.”
Simon Cuthbert, sales and marketing director at ExactTrak, said that Zycko had brought it on as part of its move into the security market and added it as one of a handful of vendors that would kick-off its product portfolio.
He said that the distributor had good relationships with MSPs and it was looking to work with a number of partners that could help it grow the market for its USB product.
"You have got some organisations that aren't going to want to take that responsibility and that's where some of the partners who get it can get in and help them," he said.
"We are not looking to flood the market with dozens and dozens of partners and Zycko has been helping us identify the people we are looking for as we build to 15 to 20 partners," he added "The channel model is about partnership."
The example of ExactTrak demonstrates just how things can change and how a relationship with a major vendor, in this case AMD, can change the fortunes of a British company as well as improving life for those that chose to give the technology their backing.