SonicWall stockpiling kit with Exertis to avoid 'worst eventuality of Brexit'

Distributor has set up extra warehouse in Basingstoke to stockpile vendor's kit

SonicWall's distributor Exertis is to stockpile kit at a warehouse facility it has set up, in the event of a no-deal Brexit, according to Helen Jackson, the vendor's UK&I regional director.

The firm also distributes through Infinigate and Tech Data in the UK and emphasised it was working with its disties to cover all outcomes as the 29 March deadline looms.

"We are working very closely with distribution to ensure that we have enough equipment," Jackson told CRN.

"For example, Exertis has just taken on a new warehouse facility in Basingstoke, which is where our head office is also located.

"Through distribution we have planned ahead for the worst eventuality of Brexit."

However, CEO Bill Conner remains unconcerned about the logistical ramifications of Brexit, telling CRN that he is "anxious" about the impact it will have on the everyday practicalities of end users.

"SMBs and enterprises tend to get distracted when governments are dysfunctional and, in our industry, that means a lack of security and that is what I am worried about in terms of disruption," he explained.

"I am confident in our distributors, channel partners and our own ability to handle Brexit, but I'm more concerned about the implication in the market in terms of duties, taxes and unnatural acts that businesses are trying to figure out."

New faces

In recent months SonicWall has also unveiled a number of changes to its management team.

Jackson started her role as UK regional director six weeks ago and has previously held senior roles at Juniper Networks and Nokia.

"My specialisation is opening up new market routes, and Bill wanted someone to help grow our enterprise business but who also has a channel focus," she said.

"I already knew a lot of people in the channel, particularly in the system integrator space - the likes of Fujitsu, HP and DXC. My focus is enterprise government growth while remaining partner-first."

Jackson said she plans to partner with more SIs but was coy about what profile of SI partner she was gunning for, saying only that she has a list and that they would be "strategic" partners.

Chief revenue officer Steve Pataky will exit his role in April, to be replaced by Bob VanKirk, who is currently CMO at the vendor.

Conner explained that Pataky was leaving for personal reasons, but had been helping VanKirk transition to the new role for the past few months.

"About seven months ago we took Bob out of the CMO role and put him on strategic accounts and direct touch, focusing on how to build as we've focused on enterprise and government, while still remaining a 100 per cent channel company," Conner said.