Infinigate is to replace Arrow Computerlinks as Tripwire's sole UK distributor as part of its strategy to expand its reach into the mid-market.
The vendor's agreement with Arrow is to come to an end this year. According to Tripwire's EMEA sales director Federico de-la-Mora, the reason for the new distribution partnership with Infinigate was because of its "hunger and drive", as well as its existing reseller base, and its ability to integrate into its business operation.
Infinigate's joint managing director Alex Teh said the partnership came about after the disributor's work as Tripwire's distributor in Germany, Switzerland and Austria.
"This is an extension of a fast-moving and fast growing relationship. In the UK we had been speaking with Tripwire for six months, and what we have been asked to do is to build a mid-market business that is all about engaging VARs and brining mid-market deals into the pipeline," Teh said.
"Essentially we are looking to be an extension of the Tripwire team in terms of sales and technical support. I am taking it so seriously that I have gone out to recruit specialists who are going to be dedicated to the Tripwire business," Teh added.
The Portland-based security firm is hoping to tap into Infinigate's existing reseller base as it looks to expand upon its mid-market reseller base and add to its 10 Silver partners in the UK.
"We need a lot of help to refresh and expand our reseller channel; it's a very important step in this relationship," said de-la-Mora. "That includes the mid-market but there are also relationships we want to continue investing in, in the medium and large integrators."
Teh said among the resellers it hopes to recruit for Tripwire are Softcat, Computacenter and Blue Cube.
Tripwire provides threat, security and compliance solutions to enterprises, and includes in its portfolio configuration and policy management, file integrity monitoring, vulnerability management and log intelligence.
The announcement marks the fourth vendor Infinigate has partnered with this year, following agreements with HID, Dell Software and iSheriff.
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