New distributor One Distribution has made a splash by signing Skybox Security and Cyren in quick succession as its first vendor partners.
The distie announced its arrival in April, but CEO and founder Frank Richmond told CRN that it was engaged in discussions with the vendors for several months prior to the announcement, and managed to build a good relationship with both in a short period of time.
"They are on the same page as us around strategy and go-to-market. They are looking for an agile, forward-thinking VAD and like what we are coming to the table with," he stated.
Skybox Security, which specialises in analytics for cybersecurity management, also distributes through Arrow.
Richmond claims that the vendor was looking for a partner with a different business model to the distribution giant.
"Arrow are a huge global distributor and I think Skybox were looking for a more bespoke service - someone who could reach the partners that Arrow don't or can't anymore," Richmond said.
"Arrow's focus and business model is very different to ours. They are reporting to shareholders with massive focus on quarterly numbers; we are focused on our partner and vendor community and driving value."
The new VAD is now Cyren's sole distribution partner in the UK, having previously worked with Cloud Distribution.
Sales and marketing manager at Cloud Distribution Adam Davison said that the pair mutually agreed to part ways, with the agreement coming to an end this November.
On the Cyren relationship, Richmond said: "We had some early engagement with Cyren and had relationships in the business and got to understand that they were looking for a new distribution partner for numerous reasons.
"We spent time digging under the covers and understanding their strategy, where their business was going, what worked and what didn't work. We spent a good few months consulting with them on how to take their business forward and how to make them grow."
He added that the Cyren partnership gives One Distribution scope to expand into Europe sometime next year.
Richmond also told CRN that there are two more vendor signings in the pipeline, which the distributor is currently helping to develop UK channel strategies for, but could not disclose any further details.
"Definitely there will be more vendor signings to come, as our strategy was always five to six in the first 12 months," he said. "We now have to batten down and focus on delivering for our newly signed vendor partners."
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