Distology replaces MetroVAD as WALLIX distie

Vendor appoints Distology as sole distributor in UK as it looks to 'aggressively recruit' resellers

WALLIX is looking to heavily recruit resellers with the help of Distology, which is replacing MetroVAD as the security vendor's distributor.

WALLIX is a privileged account management vendor which went public on the Alternext market - part of the Euronext stock exchange - last summer.

The vendor has around 70 global partners, and Stephen Roberts, senior evangelist and content manager at WALLIX, said it is looking to "aggressively recruit significantly more resellers".

It officially appointed Distology as its sole distributor yesterday, following the end of a previous agreement with MetroVAD.

Roberts stressed that there were no particular reasons for ending the agreement with MetroVAD, and the change simply came about because of a change in management at WALLIX UK.

"A new management team came into WALLIX in the UK, and we just felt it was appropriate to give the opportunity to someone we know can do some really good stuff for us. Distology are very dynamic; we've had nothing but good reports from channel partners about them," he explained.

Roberts said Distology has a total base of around 1,400 resellers, and WALLIX hopes to recruit partners from this base. It is also looking to "aggressively recruit partners ourselves".

"The value we see in Distology is their ability to aggressively recruit reseller partners," he said. "They are well loved by their current partners, so they are truly a trusted supplier for their partners. They have a relatively small portfolio, which is really good for us because obviously we will have their focus."

WALLIX is looking for specialist cybersecurity-based resellers with strong pre- and post-sales capabilities, said Roberts.

"Our product will line up against other technologies [Distology] is selling, but not in the field that we are in. So we won't replicate anything they are doing at the minute; it is a new opportunity for the channel," he added.

Distology's managing director Hayley Roberts said the distie is always looking for technologies that have good market awareness.

"I think WALLIX is interesting now because there is a clear leader with CyberArk in the UK, and there are other fairly generic solutions. But WALLIX are really gaining ground, certainly from a European perspective, and are now approaching the UK market," she said.

"They've got substantial investments, they are a great company, and functionality is great. We want to make sure we can help them gain the partnerships with resellers that they really do need."