Trend and Arrow target VMware VARs

Vendor keen to sign up partners that are experienced in secure virtual environments

Hitting the target: Trend and Arrow ECS hope to crack the VMware channel

Trend Micro is aiming to crack the VMware channel through a new pact with distributor Arrow ECS.

The security vendor started rubbing shoulders with the virtualisation giant’s partners last year when it acquired Third Brigade, whose Deep Security offering integrates tightly with VMware’s VMsafe security software.

Trend Micro UK managing director Nigel Seddon said establishing a foothold with a VMware distributor was crucial.

“Deep Security moves us away from standard anti-virus,” Seddon explained.

“We need a reseller community that understands VMware and VMsafe and can talk to customers about how to secure virtual environments.”

Trend Micro already works with Computerlinks and Sphinx in the enterprise space but Seddon argued they would not lose out because Trend only transacts with a fifth of the VMware resellers it will target through Arrow.

Mark Hatton, chief executive of Sphinx, agreed: “The current Trend channel is well served by the current distribution line-up. But I can see why it wanted to engage more fully in the VMware market and believe that Arrow ECS has a strong reputation in that marketplace.”

Steve Pearce, UK managing director of Arrow ECS, said: “This is an indication that we absolutely intend to expand our business in security. We have had fabulous success with Check Point and Blue Coat but we felt very strongly that we needed [a greater number of] credible brands.”