Security vendor ESET has enlisted Distology as a second UK distributor to spearhead an assault into the enterprise market.
The end-point protection and encryption specialist boasts a raft of global enterprise clients, but the UK operation has until now focused on SMB and small enterprise customers.
The UK office acted as a distributorship for ESET until January 2016, when ESET snapped it up, necessitating the need to enlist several distributors, Exertis being the first and Distology the second, ESET UK sales director Quinton Watts explained.
The change in ownership also means that ESET's UK team can now chase larger, more complex deals, Watts said.
"Distology focuses on the enterprise segment, and that fits very well with our medium to long-term plans," he added.
"Enterprise is a long-burn market. But being part of ESET's global office means the event horizon for sales has been pushed out to three or four years, which enables us to invest in longer sales cycles."
Watts said demanding lighthouse accounts have kept the vendor on its toes.
"The products have always been used in the enterprise area, but the market penetration is just not as large for us in the UK as it is in other countries. But we now have the resources and remit to [target enterprise]."
Watts said it is a "little-known fact" that ESET is the world's fifth-largest end-point protection vendor, and sits at "about fifth or sixth" position in the UK, where it employs about 60 staff. The product is known for having a light footprint and high detection rate, he claimed.
It gained its other flagship product, Endpoint Encryption, via its acquisition of DESlock+ in 2015.
Hayley Roberts (pictured), managing director of Distology, said Slovakia-headquartered ESET should be seen as more than just an anti-virus vendor.
"ESET has a wide range of products that are extremely comprehensive in their functionality and fit very well with our disruptive vendors," she said.
"In short, we are listening to our partners and delivering quality products that have life beyond traditional security problems. ESET's acquisition of Deslock is the main attraction, especially in light of GDPR. As a company ESET fits very well with our proactive mentality and excellent customer service."
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