Distributor Ignition Technology is aiming to steer the security market into the cloud with the help of its three new vendors.
Ignition has added Cato Networks, WhiteHat and Digital Guardian to its portfolio, which it believes will help the channel move away from hardware solutions.
"There is a massive opportunity for new and emerging cloud security products. We want to give our partners a path where they can move away from their traditional hardware lines of business. I think the whole channel is working out how to move away from that hardware-based line of revenue," said Ignition's chief strategy officer Sean Remnant (pictured below left).
"We have a bit of a benefit in that we have just started this organisation. We can be a bit more agile and nimble as we are coming straight into this new world rather than having to rely on those hardware solutions."
Cato Networks is the new start-up from Check Point founder Shlomo Kramer. It delivers an MPLS-like service with security built in, according to Ignition CEO Peter Ledger (pictured below right).
"Cato Networks is the one most closely aligned with our messaging as it is very much a software-based model, recognising that the traditional perimeter of organisations' networks is disappearing," he explained. "We think hardware devices were built for the old world. We recognise that you still need them in certain areas, but our customers are telling us that they want software-based solutions."
Ignition is not yet recruiting partners for Cato Networks because it is still in beta, said Ledger.
"We have got in early and are helping to do some of the proof-of-concepts and end-user testing with our community," he explained.
Digital Guardian is a data discovery and visibility vendor, and Remnant said Ignition has been charged with recruiting five to eight partners for the vendor because it wants to remain "small and focused."
The final new addition to Ignition's portfolio, WhiteHat, is a web and mobile application testing service. Ignition wants to recruit about five partners for the vendor.
"We know that organisations have been offering manual resource-intensive penetration testing," said Ledger. "We think that can be a better, automated service, delivered via an organisation such as WhiteHat."
Ignition is the first and only distributor for each vendor. Remnant said the distributor is looking to recruit its existing partners for the vendors.
"We have a trusted following of partners that have followed us. Those partners are coming to us and asking for our help in validating which vendors to take on. Quite often they can't see the wood for the trees in terms of which one to look for."
The distributor was founded 18 months ago after the founders decided that new and emerging technology required "a different recipe because of the congested market," claims Ledger.
The distributor uses a test bed of end users to "build a market for a vendor and get them to market much quicker than a traditional distribution method," he said.
But Ledger is quick to stress that the distributor then passes all deals on to resellers.
He explained: "Distributors coming to VARs delivering deals pretty much to the channel is something they just don't see. They see leads, but they don't necessarily see the deals ready to drop. That is what we see as one of the main values of our business."
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