SonicWall loses Infotronics, appoints 24/7 Distribution

SonicWall loses Infotronics, appoints 24/7 Distribution

Vendor to maintain a two distributor go-to-market strategy, with existing partner, Lan 1, to target SMB and mid-market and 24/7 to attack the enterprise space

SonicWall has partnered with 24/7 Distribution in a bid to better penetrate the enterprise market with its security solutions.

The vendor has undergone a number of changes to its distribution representation this year and ceased its relationship with Ingram Micro in June. It was also represented by Infotronics, which was a casualty of the collapse of S Central earlier this month.

SonicWall’s recently installed country manager, Dean Redman, who took up the post in June, said it was a good time for the vendor to increase its presence in the enterprise space, having seen good growth in the SMB and mid-market with its other partner, Lan 1.

“From a market perspective, Lan 1 will continue to be our main representation in the SMB and mid-market, and with legacy resellers,” he said. “I didn’t want crossover between distributor partners, and we’ve been assessing synergies with 24/7 for the enterprise space for some time.”

SonicWall has been ramping up its lead generation initiatives in the last 12 months in preparation for growth, Redman said.

Following the additional distributor appointment, the vendor has set itself a target of 20-30 per cent revenue increase in the market, which Redman said was ambitious but on track.

24/7 managing director, Tony Geagea, said the new partnership filled a substantial gap in the distributor’s portfolio.

“In terms of unified communications, technology is broadening into areas like VoIP, network and security,” he said. “We believe we have the resources to penetrate into the enterprise space, and SonicWall operates in an area our channel has been saying there is a gap – security is a necessity, and becoming even more of a concern for organisations. SonicWall has the tools to secure and organisation from a sophisticated telephony and VoIP perspective.”

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