Vigil ready to swim with the big fish
Security distributor claims it is now of a size to attract more established vendor partners, following 40 per cent turnover hike
Vigil Software is positioning itself as a viable distribution partner for established security vendors after posting another big leap in revenue.
Founded in 2001, Vigil cut its teeth as a UK market maker for emerging tech brands, working with the likes of M86, Safend and LogRhythm.
But director Murray Pearce said Vigil is now carving out a sweet spot as the go-to distributor for more established brands that need a focused player to accelerate their UK growth. Recent signings AEP Networks, SecurEnvoy and Egress are prime examples, he said.
For its fiscal year to 31 March 2012, Vigil grew turnover by 40 per cent on its £9m 2011 haul.
"The shift for us this year is that we are more attractive to some of those vendors that have an established business in the UK but want to accelerate their growth with a bit more focus," Pearce said. "There is a big jump up to Wick Hill and the broadliners, where the focus is not so strong.
"Because of our size and full services business model, we can provide something fairly unique for vendors that are perhaps doing a few million pounds in the UK and want to push to the next level," he added.
Vigil, which transacts with about 500 resellers and account manages about 200, still counts M86 as its largest vendor partner after it was serendipitously acquired by another of its recent vendor signings, Trustwave.
Recent vendor signing FancyFon, a mobile device management specialist, had also provided "explosive growth" for the distributor.
"We will still act as a market maker for unknown vendors but it is about having a balance," said Pearce.
Vigil has traditionally generated 50 per cent of its sales from the public sector, but the balance has now shifted to about 65-35 in favour of the more buoyant commercial space.
"We have made a deliberate effort to embrace the private sector," explained Pearce, who pinpointed retail and financial services firms with 500 users or more as a sweet spot.
Vigil may not make another vendor signing this year as it beds down relationships with its quintet of new allies, he added.