Aerohive doubles up in distribution diversification

WLAN player claims rapid growth prompted it to add Computerlinks alongside UK incumbent Exclusive Networks

Aerohive Networks has doubled up its UK distribution ranks with the addition of Computerlinks.

The Suffolk-based distributor joins Exclusive Networks in the wireless LAN vendor's distributor stable. Computerlinks will have a particular focus on Aerohive's recently released Branch on Demand network-as-a-service offering, which will slot into the distributor's ALVEA portfolio of cloud and managed services.

Dave Ellis, director of new technologies at Computerlinks, claimed Aerohive's interoperability with Websense would give his firm the chance to court the web-filtering vendor's channel.

"We want to keep fairly selective in terms of partners," added Ellis. "[We will look to] bring on board those that understand secure mobile access, those that understand delivery and OpEx-based services. We want to keep some value in the channel and we want everyone to maintain really healthy margins and do solution selling."

Aerohive burst into the UK market four years ago, signing VADition (now Exclusive) as its sole UK distributor. Neil Ledger, joint chief executive at Exclusive Networks UK, explained that his firm's partners have been ring-fenced and that any overlap between the two distributors would be minimal.

"[The addition of a second distributor] is testament to our achievement in growing the market for Aerohive," he added. "We want to continue to grow like we have over thepast four years."

Mark Powley, UK sales manager at Aerohive, claimed the successful relationship the vendor has enjoyed with Computerlinks in the Middle East was a key factor in bringing the distributor on board in the UK.

"There was always a plan to expand the channel," he added. "Aerohive has enjoyed such rapid growth and success across Europe. As the market expands we needed to find new partners and new ways of delivering products."