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This month’s round-up of recent distribution agreements: Arrow, Midwich, IntY, WestCon, ProVu and more

Arrow Electronics has strengthened its DevOps offer with a pan-European distribution agreement for developer-first security from Snyk. Integrating into existing developer workflows and tools, Snyk builds security into the development process by identifying and reporting on vulnerabilities and providing automated fixes. Similar to the DevOps movement, developer-first security supports shared ownership of application security across Dev, Sec and Ops teams, helping to improve collaboration, speed of software delivery and enterprise security.

fiveyearsout.com
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Specialist AV distributor Midwich has signed a global distribution agreement with DTEN, a manufacturer of collaboration solutions, including purpose-built ‘Zoom Rooms’ and ‘Zoom for Home’ appliances. The agreement builds on an existing relationship between Midwich company Starin Marketing and DTEN in the US. Midwich Group Commercial Director Stuart Mizon said: “We are pleased to have signed a global distribution agreement with DTEN. Midwich has seen a substantial increase in demand from our channel partners for DTEN products in North America, so to be able to extend this partnership around the globe is very exciting.”

oliver.polhill@midwich.com
www.midwichgroupplc.com
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Cloud services distributor intY, a ScanSource company, has added Bitdefender security solutions to its portfolio, including integrated endpoint protection, risk management and cybersecurity threat intelligence. Available via intY’s CASCADE self-service portal and cloud marketplace, Bitdefender Cloud Security for MSPs provides a broad range of security offerings via a single management console, on a monthly subscription with no minimum contract terms. Marcus Ollenbuttel, intY Senior Vice President, Digital Distribution, said: “With more end users than ever before making the transition to cloud solutions, it is important they are also fully secure and protected. With Bitdefender, we are providing our partners with one of the most robust security solutions to meet the demand and adding even more value to our existing cloud security portfolio”.

www.inty.co
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Westcon plans to increase adoption of Avaya Cloud Office in the Irish market, after being named European Master Agent for the Unified Communications as a Service (UCaaS) platform. Westcon has already recruited a UK-wide partner base, supporting them with free sales and technical training, marketing and assistance and legacy user migration campaigns. It is now aiming to recruit and enable partners in Ireland. Westcon claims that the Master Agent opportunity for UCaaS is compelling for VARs and consultants of all types, not just those with voice backgrounds, as it requires only opportunity qualification and gives partners monthly commissions for the lifetime of the customer contract. Antony Byford, Managing Director, Westcon UK & Ireland, said: “We believe that Avaya Cloud Office presents a great opportunity to serve the advancing needs of the Irish market as it moves towards cloud-based UC and our on-boarding programme will make it easy and profitable for partners.”

WestconComstor.com
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ScanSource has become a European master agent for the Zoom suite of UCaaS solutions for video meetings, voice, webinars and chat on desktops, phones, mobile devices and conference room systems. The addition of Zoom Phone, Zoom Meetings, Zoom Rooms and Zoom Webinars, plus support, training and enablement programs, will help ScanSource Cloud Services partners reach more customers and develop their recurring revenue practice.

https://www.scansource.eu/en/technology/cloud.
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Telarus, the international distributor of business cloud infrastructure and contact centre services, has started offering Avaya Cloud Office by RingCentral to its UK partner network. Avaya’s new cloud-based unified communications as a service (UCaaS) delivers enterprise-grade calling, messaging, video conferencing, file sharing and collaboration to users wherever they are located. Gartner predicts that 90% of all new UC purchases will be cloud-based UCaaS by 2021, up from 50% in 2018. Shane Speakman, Vice President of Business Development – UCaaS, Telarus, said: “Having witnessed the strong uptake of Avaya Cloud Office in our Canadian market, we are excited to replicate this with our extensive partner network in the UK. With our portfolio of over 160 leading service providers and the best support organisation in the industry, we are well-positioned to accelerate end-customers’ journey to the cloud amidst the current shift to new ways of work, as well as help our partners diversify and grow their businesses.”

www.telarus.com
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Paul Hayes, Alliot Technologies

Specialist European IoT distributor Alliot Technologies is bringing the MultiTech LoRaWAN gateway range to the UK and Ireland. Product Development Director Paul Hayes said: “MultiTech are renowned for their work within the LoRaWAN industry. As specialists in LoRaWAN technologies and edge-computing, the MultiTech LoRaWAN gateway range ticks all the boxes. We hope that this addition to our portfolio will help to bring even more IoT projects to life.”

https://alliot.co.uk/
www.multitech.com/
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Daniel Hurel, Westcon EMEA

Hot on the heels of its Next Generation Solutions (NGS) go-to-market initiative, Westcon has signed a pan-European distribution agreement with Menlo Security, provider of the world’s only Cloud Secure Web Gateway with an Isolation Core. This separates users and networks from the public internet through secure, low-latency connections to the web and SaaS applications and enables them to block 100% of all malware (e.g. exploits, ransomware and zero-day attacks) from websites, documents and emails. Daniel Hurel, Vice President of Westcon EMEA, Cyber Security & Next Gen Solutions (NGS), said: “Onboarding Menlo Security’s solutions adds another string to our bow when it comes to offering our customers the best security platforms available on the market. With our ever evolving vendor portfolio, we’re pleased to be able to help our partners across Europe strengthen their security offerings. With its unique isolation core that secures access to data and applications, Menlo Security’s platform is a real industry
first. Being built in the cloud, specifically for the cloud, it strengthens our Secure Access Service Edge (SASE) offering, an area that we continue to develop in-line with remote worker requirements and cloud transformation.”

MenloSecurity.com
WestconComstor.com
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Media boards

VoIP hardware distributor ProVu has added the entire range of Dialogic gateways and media boards to its portfolio under a new distribution agreement with Sangoma, which acquired Dialogic in 2018. Simon Horton, European Sales Director for Sangoma and Dialogic, said: “For over eight years, ProVu has been incredibly successful in growing sales and supporting Sangoma’s growing customer base. I’m very proud of the relationship we have forged over the years and believe ProVu is extremely well equipped both technically and commercially to grow Dialogic sales throughout the UK.” ProVu Managing Director Darren Garland added: “Dialogic’s product offering has been sought after for many years in the UK, we are thrilled to have become an official UK distributor for these products and act as an accessible route to market for many existing and new partners throughout the UK.”

www.provu.co.uk/dialogic.html
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Westcon is meeting growing demand for simplified network management with RUCKUS hardware, software and services from CommScope. RUCKUS products enable IT organisations to deploy, manage and grow complex networks that serve both IT and operational technology requirements. With fewer network elements to manage, RUCKUS networks simplify life for IT while delivering a reliably exceptional connectivity experience. The European distribution agreement will start in key markets, including the United Kingdom, Netherlands and Germany.
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Business-class mobile communications solutions provider Tango Networks has appointed UC-Reseller, the voice and messaging solutions distributor and SIP Trunking provider, to distribute its Mobile-X service in the UK. Under the agreement, UC-Reseller will offer UK resellers a wholesale mobile service based on Tango Networks’ Mobile-X solutions, under the brand name UC-Mobile. As part of this, it will integrate Mobile-X with commonly deployed PBXs and UC platforms, enabling resellers to offer their end users ‘truly unified communications’, including an extension on their mobile, without the use of an app or data; access to the strongest network signal at all times; and features such as presence, call recording, call transfer and presenting any CLI you choose. UC-Reseller says the service is perfect for communications to support distributed workforces and companies operating work-from-home, remote worker, teleworker, telecommuting and business continuity programs. Adam Mathews, Senior UC-Solutions Specialist at UC-Reseller, said: “Providing fully integrated mobile within any UC platform presents numerous exciting opportunities for resellers, and allows our resellers to offer a ‘truly unified communications’ solution. Together, our solutions enable resellers to provide new offerings vitally needed in today’s marketplace, such as mobile-enabled teleworking communications to support pandemic response and business continuity programs.”
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CMS Distribution has strengthened its gaming offering after being selected as one of two distributors in the UK & Ireland to supply the latest range of NZXT computer cases, components and accessories for the PC gaming market. David Scott, NZXT Regional Manager UK & Nordics, said: “NZXT have been looking for the right distributor to partner within the UK and Ireland for some time now. We are very happy to be working with CMS Distribution as we feel the positive feedback from our existing channel and the wide range of new territory they bring us are the stepping stones NZXT needs to grow. We have great ambitions for NZXT in the region and feel the right infrastructure is in place to become the leading No.1 brand in the UK and Ireland for Case, Coolers and many more products to come.”

www.nzxt.com/
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Surveillance and security products distributor DVS is entering the home networking and IoT market after partnering with TP-Link, a global provider of consumer and business networking products. As well as delivering TP-Link’s complete range of business-class Managed, Smart and Unmanaged switches and PoE switches to trade security customers, DVS is addressing the home networking and consumer IoT market with TP-Link smart home products, from plugs and bulbs to Deco Wi-Fi Routers and Wireless Range Extenders. The full suite of TP-Link products will enable customers to control their smart home simply and reliably from one provider and a single app. Gavin Dunleavy, Commercial Director at DVS, said: “We’re super excited to be working with a multi-national and well established brand like TP-Link. Its range is comprehensive and covers everything from consumer-led smart home products to industrial and commercial networking equipment. Everything that TP-Link offers will be a great addition to the DVS portfolio and we look forward to building a strong relationship, specifically in the trade only security markets.”

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2020