**London**: Several technology distributors are enhancing their security portfolios through key partnerships, such as Westcon-Comstor with Splunk and CMS Distribution with Malwarebytes. These moves reflect the growing importance of security solutions and aim to broaden market reach amidst evolving industry demands.
In recent days, several distributors have taken significant steps to enhance their security portfolios and expand their market reach, reflecting the ongoing growth and importance of security solutions in the technology landscape.
Among the notable players in this sphere is Westcon-Comstor, which, through its Comstor division, has secured EMEA rights to represent Splunk, a renowned specialist in security and observability. This partnership builds upon Westcon-Comstor’s long-standing relationship with Cisco, which acquired Splunk last March. As part of this strategic agreement, Comstor aims to leverage its established market presence to facilitate cross-selling opportunities within Cisco’s partner community and generate greater visibility for Splunk among resellers. Willem de Haan, executive vice-president of Comstor Europe and Comstor International at Westcon-Comstor, remarked, “Comstor is ideally equipped to enable partners to take advantage of the opportunities presented by this agreement, as reflected by the fact that around 90% of our teams are accredited with Splunk sales or engineer certifications.”
In addition to Westcon-Comstor, CMS Distribution is also strengthening its security offerings by partnering with Malwarebytes. This collaboration will result in CMS Distribution managing the ThreatDown family of products, allowing resellers to provide comprehensive and real-time threat detection solutions to businesses of varying sizes. Liam Mugford, head of partner development at CMS Distribution, expressed confidence in the partnership’s potential, stating, “Through this new partnership, our resellers will gain real-time and comprehensive threat detection that is scalable to businesses of all sizes.” Echoing this sentiment, Jason Coville, chief revenue officer at Malwarebytes, noted that the partnership would enable their cybersecurity solutions to penetrate a broader reseller community and fundamentally support the businesses they target.
Moreover, e92plus has expanded its partnership with Proofpoint, enhancing its offering to UK partners with access to Proofpoint’s complete human-centric security platform. “Proofpoint has demonstrated clear leadership in the data, email and identity security markets, and our expanded partnership will provide an outstanding opportunity for our partners to help their customers transform their cyber security strategy and address the most complex threats,” said Mukesh Gupta, CEO of e92plus. Jerome Jullien, vice-president of channels and alliances for EMEA at Proofpoint, added that as threats exploiting human behaviour continue to rise, the partnership aims to equip more UK organisations with the necessary tools to navigate these challenges effectively.
In a related development, Exclusive Networks has made strides to broaden its reach by securing agreements with Amazon Web Services (AWS). The distributor has become an Authorized AWS Distributor for the European Economic Area, including Switzerland, while also joining the Designated Seller of Record programme. Jesper Trolle, CEO of Exclusive Networks, stated that these agreements represent a significant advancement in the distributor’s digital strategy, allowing them to market security products through various channels more effectively. “We are determined to pursue our mission to expand growth opportunities for both our vendors and channel partners,” Trolle commented.
These developments across various distributors underscore the dynamic shifts in supplier relationships and the growing emphasis on strategic partnerships to manage supply shortages and adapt to changing market demands. As companies continue to assess and refine their supplier relationships, the changes in power dynamics between customers and suppliers become increasingly significant, shaping the future of security solutions in the channel.
Source: Noah Wire Services
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