Trend Micro picks e92plus as third UK distie

VAD beats off tough competition after gap opened up following Arrow/Computerlinks merger

Trend Micro has expanded its distribution line-up and picked e92plus as its third UK partner, CRN can reveal.

The VAD went head-to-head with other hopefuls towards the end of last year, and will now join Arrow and Blue Solutions in the vendor's distribution stable, as Trend looks to bolster its number of regional accounts.

Ross Baker, UK and Ireland sales director, who joined Trend Micro from AppRiver last year but has also worked for Websense and Check Point, explained:

"Everybody has been keen to work with us, particularly since Arrow and Computerlinks became one in 2013.

“I have been at Trend for 10 months, and was in the middle of hiring a big team – 70 per cent of them had joined since last year – so a lot of focus went on that to start with," he said.

"But we wrote a tender document towards the end of last year and invited partners to respond with written submissions, beginning the selection process. We have very aggressive plans this year, we have had our European kick-off and UK kick-off and we are going to be executing those plans.

"Our major accounts such as VMware alliance business is done through Arrow, and we have SMB handled by Blue Solutions, but what we were looking for was help with regional accounts," he explained.

"We are going after a frequency of repeatable business, and what impressed us with e92plus is their ability to construct a deal. They are an enabler and know the right partner to involve and what resources to use. We see more of a breadth model, and they are ably suited and fit our culture as a business."

When asked about the two firms’ split in 2007, Baker said: "That was a long time ago. Trend is a different company now and I’m sure e92plus themselves would say the same."

Mukesh Gupta, managing director of e92plus, was bullish about the opportunity presented by the partnership:

"This is a great and exciting opportunity for us," he said. "Trend are looking to expand their business and they needed a strong VAD to help them do that. And I’m sure my previous relationship with Ross, when he worked at Websense, was key to the decision. We can drive new business and growth for Trend and have some ambitious growth plans of our own this year."