Grahame Smee lifts veil on new VAD 4SECGroup

Doug Woodburn
clock
Grahame Smee lifts veil on new VAD 4SECGroup

Newborn security distributor's ability to drum up leads for resellers highlighted as key strength

Serial channel entrepreneur Grahame Smee has launched a new security VAD that he says will pride itself on an ability to generate leads for its vendor and reseller partners.

4SECGroup goes live today with two launch vendors in the shape of Entrust Datacard and CensorNet.

Talking to CRN, Smee (pictured) - who sold his previous venture Cohort to Exertis in 2013 - said 4SECGroup's telemarketing team would mark it out from other VADs that have recently launched.

"Our strength will be our ability to target end users, as well as resellers," he said. "We will never deal with end users, but we will stimulate interest around our vendors and pass those leads back through our channel.

"The vendors we are working with are growth vendors, but they need partners - and the best way to recruit partners is to say ‘if you work with us we can give you sales leads'."

4SECGroup has been handed sole distribution rights by CensorNet, a cloud security specialist Smee worked for last year after leaving Exertis. Its flagship Unified Security Service (USS) offering is designed to provide integrated web security, email security, cloud access security broking and adaptive multi-factor authentication.

It will also carry Entrust Datacard's Digital Certificate Services offering, which is targeted at high-end enterprise and service providers.

"We will be focusing on the sharp end of the emerging technologies coming out of various places around the world," Smee explained. "I'm talking about securing cloud applications and secure e-commerce; compliance and visibility - all the hot topics in security.

Over time the 4SECGroup will grow to encompass not only a distributor but also other channel-only components, including a services arm that will provide consultancy, implementation and managed services, Smee revealed.

Based out of Basingstoke, 4SECGroup will be privately financed, he added.

"Because we are focusing solely on software to start with that takes away some of the burden of holding stock, so it becomes easier to finance," he said.

Smee said his time in vendor land convinced him that there is still a vacancy in the distribution tier, despite the recent launch of new VADs including Alpha Generation, Kite, Ignition, Distology and Ethos.

"I realised that when it comes to distribution, it's quite difficult to pick a distributor that does everything you want it to do," he said.

"One of the reasons I looked at distribution again is because I thought there was a hole for a proper value-added distributor."

4SECGroup will only be as good as the vendors it hooks up with, he admitted.

"You pick your vendors and hope one or two of them, or preferably all of them, go well, but that doesn't always happen," he said. "With CensorNet, I know that business well and it's on a growth spurt and we are looking to continue that this year."

Divyesh Lakhani, founder of Distology, argued that there is currently no dominant force in the security distribution market.

"There's no shortage of vendors but we're all trying to find that 'killer app' that will become huge," he said. "Grahame's realised that there's not a huge security distributor and that there's space for one. One of us will become that. Having an established player like CensorNet will help him attract more vendors, so he's done well with that."

More on Vendor

Public cloud market surged to $126bn in Q1 - research

Public cloud market surged to $126bn in Q1 - research

The market analyst’s figures broke down global IaaS and PaaS services spend

Nima Green
clock 28 June 2022 • 2 min read
New Norton programme to expand cyber safety via resellers and distributors

New Norton programme to expand cyber safety via resellers and distributors

It will reward partners who help further consumer cyber safety

clock 24 June 2022 • 1 min read
'I feel bad for all the vendors that spent a lot of money' - How train strikes affected Infosecurity Europe 2022

'I feel bad for all the vendors that spent a lot of money' - How train strikes affected Infosecurity Europe 2022

Several vendors spoke to CRN about the strikes

clock 24 June 2022 • 4 min read

Highlights

Staff & Salaries 2022

Staff & Salaries 2022

A snapshot of pay and headcount trends in the UK channel

Doug Woodburn
clock 09 March 2022 • 1 min read
Midwich CEO on Nimans acquisition, 2021 results and return to pre-pandemic levels

Midwich CEO on Nimans acquisition, 2021 results and return to pre-pandemic levels

Stephen Fenby talks to CRN after Midwich’s 2021 results in which profitability exceeded pre-pandemic levels

Josh Budd
clock 08 March 2022 • 3 min read
4 more vendors suspend sales in Russia following Ukraine invasion

4 more vendors suspend sales in Russia following Ukraine invasion

IBM and Microsoft are among a number of vendors which have also announced that they will halt sales in Russia following the invasion of Ukraine.

Dan Bennett
clock 08 March 2022 • 3 min read