New VAD Distology hunts next Palo Alto Networks

Former Codework boss says rise of new threats means there are a 'ridiculous' number of start-up security vendors looking for representation

The boss of newly launched distributor Distology claims the vendor landscape has never been richer as he looks to arm resellers with the new breed of IT security technology.

Headed by former Codework owner Divyesh Lakhani, Distology has launched into the market with its first four vendor signings.

These are software-only NAC outfit Portnox, SIEM vendor EventTracker, end-point security and web-filtering specialist CurrentWare, and Cimcor, whose software is designed to monitor, protect and "self-heal" servers and network devices.

Lakhani, who sold Symantec distributor Codework to Altimate in 2010, was lured back to the market by the "massive vacuum" left by the sale of the established VADs, such as SDG and Altimate itself.

"With mobile and cloud and all the new threats, there are all these new start-up vendors out there that are not quite ready for a big distributor and need someone with that agility that we had before at Codework," he added.

The past 18 months have seen the launch of two new security VADs in the shape of Alpha Generation and Kite Distribution, but Lakhani maintained there are "enough start-ups for us all".

"One thing I've found is that there is a ridiculous number of vendors out there that need representation," he said.

"These vendors are at a very early stage and you don't know which one will be the next Palo Alto Networks. We're hoping we land on one of the big ones. We've not been short of potential products. If you look at mobile management alone, there are 10 to 15 products out there."

After serving his out his earn-out commitments at Altimate, which was subsequently sold by parent DCC Group to Arrow, Lakhani took a year's sabbatical in which he became an angel investor and business mentor.

But he was tempted back to IT security distribution by his former employees, two of whom now work for Distology.

"A few ex-colleagues were asking me when I was going to set up again and telling me there was a gap for someone small and agile – the way we used to run things at Codework," he explained.

"We've been working behind the scenes and all the systems are now in place.

"The good thing is I'm now in a position to invest in this as I have some financial clout from the Codework disposal. I'm also more confident in what I'm doing this time around."