Security and compliance vendor Trustwave has appointed e92plus as a UK distributor as it shifts to a broader security play.
In signing up e92plus, Trustwave is looking to gain access to dedicated security VARs and managed security service providers (MSSPs) as part of plans to put more of its revenue through the channel, according to UK and Ireland regional director Will Benton.
"Historically we've been a PCI (Payment Card Industry) compliance vendor and typically that business has been sold direct to customers, or via partners directly, but I think as we move more to a security play our products and offerings are more suited to a channel model," he said. "I think we are more recognised as a security vendor in the US.
"The partners that e92 give us access to have the customers that have the right profile for our managed security services offering and those partners probably wouldn't see us as competition, unlike some of the typical VARs that you would work with.
Trustwave spoke to three or four UK distributors as part of the selection process, and Benton said it chose e92plus because of the strong security partner base it already has.
"We wanted a distributor with experience in the security space that was large enough but still agile enough for them to care about us," Benton explained.
"We could have signed a bigger brand but the revenue that we expect to bring probably wouldn't have been important enough for them to give us the focus that we need."
e92plus will join existing Trustwave distributor Infinigate.
Neil Langridge, marketing director at e92plus, said the Trustwave portfolio of products will give the partners it works with the opportunity to take a more proactive approach when it comes to offering security solutions.
"We felt when we had those initial conversations with Trustwave that there is great potential working with them," he said. "They had a mixed model but their focus on wanting to drive their channel business and be fully committed to the channel was really encouraging.
"In terms of the product portfolio there's a really broad range of solutions in there that tick boxes in areas that we had gaps in.
"The approach from Trustwave enables some of our VARs to make sure they're being very proactive with their customers in terms of being able to do regular audits, security testing, user education testing - I think there's a real opportunity in this market to move from security being a more defensive element of an IT strategy to being more proactive."
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