Guidance signs 'sales beast' Infinigate

Cybersecurity vendor adds second UK distributor as it targets mid-tier resellers of Infinigate

Cybersecurity vendor Guidance Software has added "sales beast" Infinigate to its UK distribution line-up, two years after it took on Wick Hill.

Founded in 1997, Guidance Software provides end-point threat intelligence to find cyberthreats, then prioritises and helps remediate the attacks.

Speaking to CRN, Ken Yearwood, director of EMEA sales at Guidance Software, said he was attracted to Infinigate's attitude to the cybersecurity market.

"What I love about them [Infinigate] is they are just sales beasts; they just get it. If you look at their portfolio of vendors, very few of them are recognised vendors; they are great at taking new technology to market, getting their partners behind it and adding value.

"They are typically going to work at the mid-tier of VARs that perhaps don't have all the resources to do all the training that's necessary, and they layer that on as value-add," he said.

Yearwood said he is hoping to get on board the mid-tier resellers which Infinigate focuses on.

"Our strategy is to have two distribution partners. One more established traditional distribution – I see that as Wick Hill's role – and they get us to some of those top-tier resellers. The guys at Infinigate I see as getting us to that next tier down, which typically are more value-add orientated and are more prepared to get their fingers into the pie and drive opportunity."

Yearwood said he is hoping to attract five new mid-tier security resellers following the new partnership with Infinigate, to add to the vendor's 18 existing UK partners.

When asked if Guidance Software's sales are big enough to merit a second UK distributor, Yearwood said they were, adding: "there is definitely enough momentum in the industry for us to go and find new business with Infinigate".

Alex Teh, joint managing director of Infinigate UK, said: "Guidance Software is a key part of our cybercrime enforcement arsenal. They complete a portfolio of products that provide a solution to an addressable market worth hundreds of millions of pounds."

From today, Infinigate partners can access marketing materials for Guidance Software's products.