Distributor Voice Comms Warehouse (VCW) has praised the loyalty of its resellers in the wake of its bitter split from unified threat management (UTM) vendor Fortinet.
VCW chairman Mike Harris (pictured) vowed to vigorously protect the company’s Fortinet pipeline after the duo ended their long-running relationship in October.
The distributor last week officially launched new UTM ally Cyberoam to its partners. Harris said that VCW had enjoyed a “very good” November and December.
“Our [reseller] clients have been very loyal,” he said. “A large number are already looking at the alternatives we have.
“On deals that have been in process for more than 12 months we have retained 75 per cent of our forecast Fortinet business.” Harris said this equates to between £600,000 and £700,000 of sales in the past six weeks.
He added VCW is continuing to obtain Fortinet kit from EU sources to support resellers where necessary, but claimed a number are already closing deals with Cyberoam.
“If you are looking for fast throughput on a UTM device, Cyberoam wins hands down and it has a great platform to become a European market leader. A significant number of our Fortinet resellers have made the jump and started to win business with Cyberoam and [recent signing] NetPilot.”
Mukesh Gupta, managing director of Cyberoam distributor e92plus, said: “VCW will help promote the brand and if it is aggressive, so much the better. It is a wide enough market for two distributors and we do not know the Fortinet channel.”
Kunal Popat, general manager of business development at Cyberoam, said IDC data showed Cyberoam was now the top UTM outfit in its native India and the goal is now to replicate this in Europe.
“Europe was a big focus for us in 2010 and we expanded into a lot of territories. Within a year and a half we want to be considered as one of the main players in the market.”
“We are investing in the market and are planning to have a dedicated channel manager on board in the UK,” he added.
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