SonicWall confirms Westcon signing

Security vendor ends speculation about Westcon's distribution appointment

Niall McGrane: Mid-tier relationships will help develop opportunities for SonicWall

Security appliance vendor SonicWall has confirmed Westcon as the latest addition to its distribution line-up.

The vendor wound up its year-long product supply partnership with Cohort Technology earlier this month, claiming the relationship had “fallen short of expectations".

SonicWall refused to be drawn on speculation at the time that it was lining up Westcon as a replacement, but has since confirmed the rumours to CRN.

Andy Zollo, sales director for Northern Europe at SonicWall, said: “We carry out a review of our distribution partners every quarter and Westcon is a logical fit for us. We have worked with them in Europe for many years and it made sense to roll out that partnership to the UK.”

In particular, SonicWall will be working with Westcon to increase its foothold in the enterprise space and to bring on board more mid-tier resellers for the vendor.

“If you look at the experience that Westcon has in the market and our long-term focus on the mid-sized enterprise, it is a good match," added Zollo.

Niall McGrane, general manager at Westcon Security, said: "SonicWall are moving into the mid-tier of the marketplace and we have got relationships into mid-tier partners that can help develop opportunities for them.