Arrow flies into FireEye's distribution fray

Exclusive Networks loses sole-supplier status in EMEA

FireEye has added a second pan-European distributor, with Arrow joining incumbent Exclusive Networks in the anti-malware vendor's line-up.

FireEye – which specialises in fighting the new breed of advanced persistent threats (APTs) with its virtual machine (VM)-based security platform – has grown rapidly since it was founded in 2004. It claims to have 3,700 worldwide customers including 675 of the Forbes Global 2000.

Previously the Californian vendor was partnered with Exclusive Networks in EMEA, as well as certain regional distributors, but now it has added Arrow to its distribution line-up, across a number of European countries.

Nik Churchley, FireEye's director of EMEA channel sales, said the partnership will help to extend the firm's channel base in the region.

"Cybersecurity solutions from FireEye are a necessity for partners at the forefront of advising customers about their security or risk position," he said. "In recent years, we have seen a substantial increase in cyberthreats across Europe against all types and sizes of businesses, and Arrow provides FireEye with [a] broader reach into the channel to address this trend.

"Arrow is well placed to help the channel introduce these solutions, creating additional revenue streams and driving accelerated growth for our partners."

Jesper Trolle, EMEA vice president of sales, marketing and services at Arrow, said the agreement will help the distie provide a more rounded security offering.

"FireEye joins our best-in-class security portfolio with excellent, innovative solutions that will complement our approach to offer customers a complete security solution independent from the environment where it is needed," he said.

Barrie Desmond, chief operating officer at Exclusive Networks, said the move from FireEye was expected.

"It's inevitable I think with our blue ribbon accounts - the high growth accounts - that eventually the big broadliners come in and want to take some of the rewards of all the work we have done evangelising them," he said.

"But from our perspective we should see that as of little impact, as in many respects it's good to have organisations like Arrow helping to evangelise the very successful FireEye story."

Desmond also said the move shows the development of FireEye as a company.

"It shows a bit of maturity and acceptance [with FireEye]. A year or so ago APTs were not even on the agenda of many organisations' security budgets. But it shows they have done a fantastic job of evangelising the zero-day modern malware."

He also said the deal would not have any negative impact on Exclusive.

With the agreement, Arrow has pledged to support the channel with a team of FireEye specialists to support new and existing resellers. The distributor also said it will "support channel efforts to increase market share and retain profit through demand-generation programmes and deal registration".

Arrow also said it will offer partners financing and leasing options and it will provide demo equipment and "response readiness assessments".

The agreement sees Arrow work with FireEye in Austria, Belgium, Denmark, Finland, France, Germany, Italy, the Netherlands, Norway, Portugal, Spain, Sweden, Switzerland and the UK.

For its Q2 2015, FireEye's revenues were up 56 per cent year on year at $147.2m (£94.8m).