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Boutique distributors ramp up their security

Boutique distributors ramp up their security

Two security vendors were given the opportunity to bolster their Australian channel relationships and skill sets last week after being courted by boutique distributors.

Two security vendors were given the opportunity to bolster their Australian channel relationships and skill sets last week after being courted by boutique distributors.

US security compliance and auditing vendor, nCircle, has signed on with specialist distributor, WhiteGold Solutions. The two parties initiated discussions a year ago and began finalising the relationship over the past six months.

WhiteGold had been seeking out a new vendor at the behest of reseller partners who wanted more offerings in PCI compliance and auditing for enterprise customers, managing director, Dominic Whitehand, said.

“It was a mixture of listening to our partners on what they wanted to have in place, then looking at the vendors that could provide those solutions and picking the one we thought was the best fit,” he said. “We now have access to nCircle’s full range of products.”

The distributor already has eEye Digital Security on-board to offer vulnerability management tools but it does not cover areas such as configuration auditing, on-demand auditing and PCI compliance. nCircle’s product suite will fill that gap.

Whitehand cited his company’s security skill sets and hands-on approach to its reseller base as part of the reason why WhiteGold was selected.

“Our traditional focus on security as well as our breadth in the channel across all the technology areas gives us a more holistic approach in terms of how we can help managed security service provider[MSSPs], managed service providers, ISPs, larger system integrators and value-added resellers [VARs],” he said. “These resellers will benefit most from the new product line.

“Higher education will be a strong market and pretty much any large customers in most verticals could make use of these products through system integrators and so on.”

Whitehand expected multimillion dollar sales revenue growth as a result of the nCircle deal. WhiteGold will be announcing channel training programs in the coming months.

Meanwhile, authentication security vendor, Vasco Data Security International, brought on Open Channel Solutions (OCS) as a distributor to grow its presence outside its traditional finance and government customer base.

According to OCS managing director, Con Fiamegos, it pursued the vendor to seal the deal.

“Basically we were after specialised vendors who fit a niche market and Vasco is a very good product worldwide, specifically in banking,” he said.

“Its requirement was to move into the enterprise market and other markets other than banking and that quite interested us. The other thing that attracted us was they were a really nice fit with Novell solutions. Our company typically looks at technology that fits around the Novell ecosystem.”

While Fiamegos insisted there was no minimum sales requirement, the two companies have a contractual understanding. He said he did not believe the security distribution market was tight, but agreed competition between vendors was tough.

“There are a lot of technologies out there that do two-factor authentication, but if you were to look at the top two you would be looking at RSA and Vasco,” he said. “If you look at the competition, it’s been out here a lot longer and has encompassed the enterprise market.” Fiagemos would not comment on how much he expected the partnership to make.

“We have some targets already in place and some customers we’re already talking to, but I wouldn’t expect it to be our number one revenue earner. It would be close to number two,” he said. “We are always looking for vendors that have a niche in the economy, but also ones that are looking for much more personal involvement and touch with their products.”


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