Value-added distributor equIP Technologies has launched a specialist division to increase its focus on the introduction of new security technologies and vendors to the UK.
The new unit aims to give security more prominence as equIP integrates various network security products to complement the network acceleration and enhancement products it already distributes.
Ian Morris, co-founder of equIP, said the company's skills in working with new technologies have been key to its success over the past 12 months.
"Security has increased in importance and it is the umbrella under which we expect all other products to operate. The fact that we focus on new technology and bring products to market means we offer vendors a market-making proposition," he said.
The distributor claimed its early success with vendors such as NetScreen and Bluesocket has been achieved in collaboration with VARs.
According to Morris, equIP's policy of introducing new technologies means resellers can benefit from products it has tested. "Because they are not distributed by anyone else, the margins are high," he said.
In line with its expansion, the company has also appointed channel veteran Derek Jackman as sales director.
Jackman, who has extensive channel experience with Newbridge Networks, Ericsson and most recently Damovo, will manage the distributor's "aggressive sales targets".
Morris said: "As a whole, we will be looking for 20 per cent growth in the coming year."
Martin Cassidy, vice-president of marketing at Bluesocket, said equIP is well positioned to bring new products to the UK channel. "As a vendor, you need to get to all the customers that can benefit from the products, and using the channel is the right way to go about this," he said.
"However, resellers need to be supported when introducing the new technologies, and companies such as equIP can fill this role."
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