Panda bares all to distributors

Cloud security vendor makes channel strategy black and white as hundreds of VARs are migrated to new partners Westcoast and VIP

Vendor Panda Security has committed to serving the channel exclusively through distribution and brought on Westcoast and VIP Computers to work with its existing reseller base.

The distie duo joins incumbent Blue Solutions in the cloud security specialist's UK distribution fold. Hundreds of partners are now being migrated from direct to distribution support, with Westcoast being asked to handle relationships with large retailers. VIP has been brought in to work with components VARs.

Panda hopes the move will allow it to grow its consumer sales and snatch business from Symantec, Kaspersky and Bullguard.

Lisa Wooton, head of retail at Panda Security UK and Ireland, said: "We now believe distribution and only distribution will best suit our growth plans and service the channel more effectively."

Blue Solutions has become the vendor's first partner to be handed access to its portfolio in electronic format, suitable for emailing with no need for media hardware. Panda claims this will allow orders to be fulfilled in a cheaper, greener and quicker way.

The Wokingham-based distributor has also appointed Amber Forrester as dedicated Panda product specialist.

Blue Solutions director Mark Charleton said: "Panda's consumer products lead its competition on technology innovation. It was the first to market with behaviour detection, cloud detection, honey-pot security measures, 24/7 tech support and many other innovations. It is extremely channel-friendly and flexible."