Blue Cube shuns 'the devil you know' with vendor reshuffle

Security VAR Blue Cube has announced a reappraisal of its vendor partners, citing feedback of 'the whims and woes' of its customers

Security VAR Blue Cube has reshuffled its vendor portfolio, adding a raft of emerging technologies, while cautioning the old-guard against taking their market dominance for granted.

New names in the West Sussex-based outfit's line-up include WatchGuard, Cyren, Varonis, Cylance, Trusted Knight, Cato Networks, and newcomer to the UK, Certes.

Blue Cube CEO Gary Haycock-West said the move would enable it to better reflect the "whims and woes" of its customers.

"You may find that some of the darlings of the market - the very large firewall vendors that have been around for many years - created their own market," he said. "Then, as perhaps better technologies have evolved to replace them, there's also been a complacency in the market to say 'It's better the devil you know'.

"It has got to the level that's compelled and enabled new tech into the enterprise end of the market, and therefore started to shift some of the more established vendors out a bit. They've found themselves having to fight and compete, where they've been used to not having to do so."

After 17 years in the cybersecurity market, Blue Cube claims to be the largest independent cybersecurity reseller in the UK, with more than 30 product vendor partners.

"We've always tried not to be too flighty. That's demonstrated by the longevity of our maintenance renewals, which run at 94 per cent," said Haycock-West.

"So the customer base that we have, we've had for many years… We'd much rather grow from solid foundations rather than have massive peaks and troughs."

Blue Cube had a record turnover of £12m in the 12 months ending 31 December 2015, up from its previous best of £6m.

Nonetheless, the security VAR intends to expand as an MSP in the next five years.

"It's the consolidated solutions set that is key, rather than to be just a pure-breed straight reseller. I think that market is quite dangerous. It's commercially challenging because there are some 'stack it high, sell it cheap' guys out there."