DDoS mitigation vendor Corero Network Security is winding down its relationship with Infinigate after appointing a new UK distributor in the shape of Alpha Generation.
Corero began hunting for a new ally after Infinigate activated its pan-European contract with one of its direct rivals – Radware – in the UK earlier this year.
Mark Paul Lawrence, vice president of international operations at Corero, stressed the split with Infinigate, which officially occurs today, was amicable but suggested that Alpha Gen would be well placed to build momentum for its DDoS-as-a-service offering.
Alpha Gen was among a shortlist of three distributors Corero considered, Lawrence said.
"The fact Infinigate had two vendors going after a similar market was challenging, particularly since Radware is a larger organisation and has the ability to gain more mindshare than us," he said.
"Our go-to-market strategy in the UK focuses on three key parts of the market: large ISPs; data and hosting environments; and online enterprise, where we have traditionally been strong. Alpha Gen brings us access to all those areas, beyond just enterprise."
According to research house Infonetics, Radware, Arbor and GenieNRM are the marketshare leaders in a DDoS mitigation appliance market now worth more than $100m (£66m) a quarter.
But Lawrence claimed Corero offers a key advantage over larger rivals around scalability.
"We offer the ability to not only pay as you grow but to pay as you sell," he said. "This gives the service provider community the ability to deliver incremental revenue from a DDoS-as-a-service offering."
Alpha Gen director Chris Walsh (pictured) said Corero would complement other vendors in the distributor's portfolio that have an MSP play, including Secunia.
"We are not just transitioning the existing business and saying 'thank you Infinigate for all your hard work'. It's not just a straight swap; there is a reason behind this. We genuinely see Corero as being disruptive to those major players where you're talking about very high-end products and high-end price points that not everyone is going to be able to afford, or need."
Lawrence said Corero's relationship with Infinigate would wind down over the next month, during which time its "good core group" of resellers – which includes Blue Cube Security – will move across to Alpha Gen.
Alex Teh, joint managing director at Infinigate UK, confirmed the separation, adding the duo had enjoyed a "successful" distribution partnership for the past three years.
"Infinigate Group signed on Radware in 2014, as their pan-European distributor," he said. "In doing so, further strategic direction and alignment across all regions is the most appropriate next phase in the relationship. We continue to stand behind Corero and their offerings as industry leading DDoS protection solutions," says Teh.
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