DNS Arrow secures sole UK distribution for ActivIdentity
Vendor parts ways with Computerlinks to focus on DNS Arrow partnership and grow business
DNS Arrow has been awarded sole UK distribution status for authentication vendor ActivIdentity.
The two firms have been partners since 2003. ActivIdentity used to partner with Computerlinks in the UK as well, but the firms have parted company.
Dave Ellis, director of e-security at Computerlinks, said: "We want to focus on our key vendors. RSA are the clear market leader by a long way and we want to show value to those key vendors in the market. Thinning out our portfolio is one way we can do that."
A DNS Arrow statement to CRN said: “ActivIdentity enables us to target a wide range of partners. We are investing significantly to enhance the support to its VARs and expand market coverage. This involves enablement tools such as updates, training, demonstration facilities, pre- and post-sales support, as well as day-to-day support on marketing initiatives including communication of programmes, lead generation and marketing intellgence tools exclusively designed for partners to utilise.
“Another key to our success is our ability to solution sell. With a wide vendor portfolio we can cannot ActivIdentity resellers to complementary lines such as Check Point and SanDisk.”
The distributor also said it would be targeting partners outside the security space as well, such as those specialising in infrastructure and virtualisation.
Eric Tocatlian, vice president of EMEA sales at ActivIdentity, said: “Optimising our channel infrastructure was an important decision for us in forming a better and closer relationship with our selected distribution partner. The partnership with DNS Arrow allows us to enhance the support to our value-added resellers. We are excited working hand-in-hand to expand ActivIdentity's market coverage in the UK.
"DNS Arrow's deep understanding of the UK business landscape and its growing educational services were important reasons for it being awarded the contract."