DNS Arrow's security arm reveals ambition
Distributor's security division unveils renewed focus on value-add in growing business
The security division of DNS Arrow has ambitious expansion plans following its acquisition by Arrow earlier this year.
Speaking to CRN, Andrew Beaumont, divisional director, security at DNS Arrow, said: “IT security seems to be moving forward more aggressively than it has before. Most vendors that we speak to are claiming to have had a year-on-year increase in business of between 25 and 45 per cent, and as a distributor we need to be able to keep up with the market.”
Beaumont said the distributor is feeling ‘confident’ for future growth and is currently reviewing ‘additional business opportunities’ in the UK. DNS Arrow is also ensuring that it puts the right amount of focus on its existing security portfolio, he added.
“It seems that the well established large volume players are also looking for a value-add proposition and in return want to drive more value through the channel,” he said. “A lot of the challenges we face in the IT security market are on the question of differentiation and standing out from the competition. From a distribution point of view, that is centred on providing value-add as opposed to just box shifting, and being able to offer a level of flexibility for our customers.”
He added that the security division will be ‘making some announcements’ across the next quarter in terms of new vendor partners.
Harnish Patel, senior vice president EMEA at security vendor SurfControl, said: “We are very pleased with the way things are going. DNS Arrow has taken a lot of pressure off us with our existing partners and it is working closely with our new partners to drive incremental business.”
Dave Ellis, director of e-security at rival distributor Computerlinks, questioned whether a company as large as Arrow could be thought of as ‘value-add’.
“It will be interesting to see if DNS Arrow remodels the business long-term because a lot of people would ask if its mindset is really ‘value-added’,” he said.
“Although it is a main competitor to Computerlinks, we believe we have a far stronger and more focussed business model.”