Infinigate puts faith in security vendor BeyondTrust

US security vendor previously partnered with Exclusive Networks moves back to two tier with Infinigate

Infinigate has announced it has signed a distribution agreement with cyber security vendor BeyondTrust, two years after the vendor moved away from Exclusive Networks.

Founded in 1985, BeyondTrust provides protection from insider privilege abuse and external hacking threats, and claims to have over 4,000 customers worldwide, which include eight of the world's 10 largest banks, and 100 channel partners in EMEA.

The US-based vendor was previously partnered with Exclusive Networks in the UK, but Alex Teh, joint managing director of Infinigate, said he felt BeyondTrust is now partnering with a distie that is the right fit for the vendor, as it moves back to a two tier model.

"They moved away from Exclusive Networks and had a two-year break from distribution. Now they are fully embracing a distributor, which will be a true extension to BeyondTrust, both technically, in sales and channel wide," Teh said.

Teh said that since BeyondTrust moved away from Exclusive Networks two years ago, it has been practising a single-tier channel model in the UK, which was "very mixed" between direct and channel sales.

Speaking on the announcement, John Andrews, strategic alliance director for BeyondTrust, said the partnership reflects the vendor's efforts to increase its channel focus.

"As we announced earlier in the year, we are focused on innovation and investment in our partner ecosystem. In an effort to move towards a 100 per cent channel model we will extend our coverage across a wider footprint to better serve both our growing channel and customer communities.

"Infinigate UK offers a great partnership for us and our channel in terms of a shared ethos, agility and security focus with a portfolio of complementary vendors that provides a great fit for our solutions."

Teh said Infinigate is looking to bring on board six to twelve of its existing resellers for BeyondTrust.

As part of the agreement, Infinigate will be providing value-added services to BeyondTrust, such as post-sales and pre-sales training and new business generation.