Exclusive Networks exec on how its new managed security offering 'bridges the gap'

VAD has signed new deal to remain partner of Symantec, says global VP of sales and marketing

Exclusive Networks' new offering allows partners to dip their toes into MSSP waters without having to incur high costs, according to Andy Travers, the distie's global sales and marketing boss.

The VAD's managed security services distributor (MSSD) platform is a white-box, trade-only offering created by Exclusive.

The first two services are available now and are supported by 24/7 security operation centres (SOC), ISO-certified service delivery and experienced engineers. More services will be added in 2020.

Palo Alto and Fortinet products are included on the MSSD platform from launch, and other vendors are keen to join the service soon, Travers said, adding that the offering allows partners to add "incremental value" to their own services.

"It's bridging the gap for people to evolve their offerings to their customer base, without the high cost of entry into becoming an MSSP," Travers told CRN.

"There are a number of large established MSSPs, but the gap in the market is the partner that has customers that would like to consume and manage technology in a different way but the partner doesn't currently have the capability to do that - and the cost of entry is actually quite expensive to set up a SOC and a managed service."

The MSSD platform is trade-only, allowing partners to avoid buying services from competitors, the distie's VP of worldwide sales and marketing added.

"Most of the MSSP players are placed in the food chain where a partner would sit, so they're selling directly to end users - our offering is trade-only," he explained.

"At the moment, an MSSP would be somebody who sold to an end user, so if you wanted to buy and resell a service from a traditional MSSP, you'd potentially be competing for the same customer base as the person supplying you, as a trade owner.

"We won't sell our service to any end users - it's exclusively through the second-tier channel. You won't be buying from somebody who could be a competitor."

Symantec sign-up

Exclusive is a partner of Symantec, which was the subject of a $10.7bn (£8.3bn) acquisition by Broadcom in recent months.

Last month, CRN reported on rumours that Broadcom was planning on taking its top 1,500 customers direct and that partners who wanted to keep reselling Symantec products had to become Broadcom accredited.

Travers was coy on the topic but confirmed that Exclusive had re-signed a deal under Broadcom's ownership.

"We stayed very close to the Symantec staff. We fully understand the way that they are reorganising and we think the reorganisation has the potential to be greatly beneficial to Exclusive and to Symantec," he stated.

"We've signed a new agreement under Broadcom ownership but effectively the trading relationship is still the same."

Private equity pros

The proposed acquisition of broadliner Tech Data by private equity (PE) firm Apollo Global Management is an "endorsement" of the value that distribution brings to the channel, Travers said.

Exclusive itself underwent a similar experience last year when PE house Permira took a reported $1.3bn majority stake in the company.

"From our perspective, the major benefit of [PE ownership] has really been fuelling our growth and the future opportunities that we have," he said.

"[The Tech Data purchase] means that there's a great deal of faith and excitement about the future of the role distribution will continue to play in the IT market. I think it's an endorsement of the value that we provide to the channel and the industry in general."