|
|
|
27 Aug 2009
DNS Arrow has been awarded sole UK distribution status for authentication vendor ActivIdentity.
The two firms have been partners since 2003. ActivIdentity used to partner with Computerlinks in the UK as well, but the firms have parted company.
Dave Ellis, director of e-security at Computerlinks, said: "We want to focus on our key vendors. RSA are the clear market leader by a long way and we want to show value to those key vendors in the market. Thinning out our portfolio is one way we can do that."
Further reading
A DNS Arrow statement to CRN said: “ActivIdentity enables us to target a wide range of partners. We are investing significantly to enhance the support to its VARs and expand market coverage. This involves enablement tools such as updates, training, demonstration facilities, pre- and post-sales support, as well as day-to-day support on marketing initiatives including communication of programmes, lead generation and marketing intellgence tools exclusively designed for partners to utilise.
“Another key to our success is our ability to solution sell. With a wide vendor portfolio we can cannot ActivIdentity resellers to complementary lines such as Check Point and SanDisk.”
The distributor also said it would be targeting partners outside the security space as well, such as those specialising in infrastructure and virtualisation.
Eric Tocatlian, vice president of EMEA sales at ActivIdentity, said: “Optimising our channel infrastructure was an important decision for us in forming a better and closer relationship with our selected distribution partner. The partnership with DNS Arrow allows us to enhance the support to our value-added resellers. We are excited working hand-in-hand to expand ActivIdentity's market coverage in the UK.
"DNS Arrow's deep understanding of the UK business landscape and its growing educational services were important reasons for it being awarded the contract."
Related articles
In this video find out about the fast-growing Chinese vendor's plans for market domination and how the channel is its route of choice
Find out what gifts Acer has in store for partners for 2012 in this exclusive roundup of its recent conference
CRN's premier networking event is back on 17 May at the Ricoh Arena
Date: Thu 17 May 2012
Channel fighters preparing to square up once more on 24 May
Date: Thu 24 May 2012
The proliferation of endpoint devices within the enterprise has highlighted the shortcomings of one of the traditional approaches to data security
This Forrester report compares the costs and benefits of legacy email and productivity software with Google Apps
Dave discovers that rozzers are seemingly living in the technology dark ages
Mark Needham, founder of distributor Widget, argues that John Browett leaves for Apple with Dixons in better shape than when he arrived
|
|
|
Do you agree?
Have your say