Infinigate UK – formerly Vigil Software – claims it is ready to handle a high-volume, commodity hardware product line after inking a distribution pact with firewall goliath Dell SonicWall.
The VAD has a heritage of seeding the market for emerging security brands and Dell SonicWall represents its first major firewall signing.
But it now has the processes in place to handle high volumes of small orders of a more mature product following its acquisition last year by Swiss-German distie Infinigate, claimed director Murray Pearce.
Pearce stressed that SonicWall is a long-standing ally of Infinigate in mainland Europe and that Infinigate UK completed a roll out of its parent's systems in Q1.
"We are now using all of their ERP systems so we can do all the stock management and POS [point of sale] repairs – everything you need to run a high-volume hardware business," he explained.
These systems are already "running smoothly" with recent wireless LAN signing Ruckus, said Pearce. A warehouse it recently opened to carry Ruckus stock will house the SonicWall kit, although Pearce indicated it would now need to be expanded.
"Our goal for the partnership for the first few weeks is to get all the basics right and then in September we will announce the full value-add package we are putting together," he said.
SonicWall represents something of a departure for Infinigate, which, as Vigil, cuts its teeth making the market for emerging security software brands. The partnership, which covers SonicWall's full portfolio of firewall, UTM and SSL VPN products, kicks off today.
"At the end of the day, we are an information security distributor and every information security distributor should have a firewall product," Pearce said. "We've stayed away from it in the past as you want to work with someone in the top-right of the Gartner Magic Quadrant, and perhaps in the past we weren't able to attract a big name."
Martyn Brownlie, regional director for Northern Europe at Dell SonicWall, said: "The UK market has huge growth potential for us and we're confident that Infinigate's specialist expertise and genuine market-making approach will help us to further realise these opportunities for building additional revenue."
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