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Working together This month’s round-up of new distribution agreements

Sophos has appointed two additional UK distributors, Tech Data and Giacom, to distribute its complete portfolio of cybersecurity solutions, including Sophos Intercept X, Sophos Firewall and its Managed Threat Response (MTR) services. Both Tech Data and Giacom will provide channel partners with the sales, technical and renewal support they need to accelerate business growth. Sophos already distributes its products through Arrow ECS. www.sophos.com 

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Cloud Distribution, a Nuvias Group Company, has added another ‘Cloud First’ cyber security & networking solution to its recently announced Nuvias Frontier programme for emerging vendors and innovative technology. The NetMotion by Absolute platform secures connections with remote worker devices, while also monitoring the user experience and providing IT teams with real-time visibility into application, device and network usage. In this way, NetMotion by Absolute virtually eliminates the application time-outs often experienced by remote and mobile workers and reduces the burden placed on IT support teams. Adam Davison, Chief Strategy Officer at Cloud Distribution, said: “There is a real need to ensure networks support both remote and office workers seamlessly. The premium user experience that the NetMotion platform enables is designed to afford secure access and deliver identity-centric network security as a service, in the cloud. These are the kind of solutions businesses require today.” www.cloud-distribution.com 

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Specialist AV distributor Midwich is to distribute the new Jabra PanaCast video conferencing camera line-up in the UK&I. This includes the Jabra PanaCast 50 video bar, with a unique 180-degree field of view, and the compact, portable Jabra PanaCast 20 personal camera. Both devices work with all leading video and audio-conferencing platforms. https://www.jabra.com/panacast 

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Lenovo has appointed Midwich to distribute its ThinkSmart collaboration solutions designed specifically for the Zoom platform. These include ThinkSmart View, ThinkSmart Hub, ThinkSmart Tiny and ThinkSmart Core. Ross Floyd, Divisional Director, Midwich, said: “Remote working will continue to be a reality for many employees, but physical in-person meeting rooms still have an important role. When working with teams, it has become increasingly important to deploy collaboration solutions that seamlessly connect flexible workers and teams together, enhancing productivity. Lenovo’s Smart Collaboration Devices for Zoom Rooms deliver an integrated, connected experience, and we are delighted to add these products to our formidable line-up of UC&C solutions across the UK&I.” 

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Channel services group SYNAXON UK has signed a partnership with Telavox that will give UK resellers direct access to the Nordic UCaaS provider’s partner programme and all the benefits that come with that, including training and sales support, rapid installation through a self-provisioning portal, transparent pricing and attractive commissions. Johan Gericke, UK Partner Sales Manager at Telavox, said: “Our mission is to help partners and customers get the most from cloud communications and to make IP telephony and collaboration productive and enjoyable – and profitable for partners. Through SYNAXON UK, we will be looking to reach out to many more partners and to support them in taking our UCaaS services to their customers.” The Telavox platform provides fixed and mobile telephony, PBX functionality and collaboration through the intuitive Telavox app, which allows users to manage video meetings, teleconferencing, voicemail and other communication features. Because Telavox has full ownership and control of its  partner needs. https://synaxon-services.com/ 

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Exertis has enhanced its enterprise networking portfolio with the addition of the Alcatel-Lucent Enterprise networking portfolio, including fixed LAN and wireless LAN switches. Tom Cox, Commercial Director Enterprise Division at Exertis, said: “Alcatel-Lucent Enterprise’s all-encompassing networking portfolio really is industry leading, and it is an obvious choice for an Exertis partnership, allowing us to add even more value and differentiation to our existing and target customer base.” www.exertis.co.uk _________________________________________________________________________________________________________

Exclusive Networks UK, the cybersecurity and digital infrastructure specialist, has signed IronNet, Inc. to its cyber portfolio. IronNet’s Collective Defense platform provides advanced network detection and response capabilities, plus the ability of participants to collaborate on potential threats in real time by sharing context and insights. This increases a security team’s capacity to detect, triage and respond to known and unknown threats targeting their AWS, hybrid cloud and on-premise infrastructures. Partner benefits include free partner training, free ‘try before you buy’ initiatives, the ability to resell or act as an MSSP, no financial barriers and deal registration to protect partner-driven opportunities. www.exclusive-networks.com 

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Arrow Electronics and Druva have signed a pan-European agreement covering channel go-to-market strategies and support for the Druva Cloud Platform, which offers unified and simplified data protection across cloud and hybrid environments, SaaS applications (such as Microsoft 365, Google Workspace and Salesforce) and edge devices. Dennis Sherwood, Druva’s Senior Director of Global Distribution, said: “Our new collaboration with Arrow is an important route to market as we continue our commitment to support organisations successfully navigating their cloud journeys. Our portfolio addresses the data resilience challenges that organisations face today, bringing simplicity, scale and security to the cloud and all aspects of enterprise data protection. With Druva’s scalability, security and proven cost savings, combined with Arrow’s extensive channel partner ecosystem, we will be able to help even more businesses strengthen their data resilience, reduce operational complexity and thrive in the cloud era.” fiveyearsout.com 

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Exclusive Networks is extending a successful partnership with Netskope in the UK&I and Iberia across the wider EMEA region, including France, Italy, DACH, Benelux, Scandinavia, Israel, Africa and numerous parts of Eastern Europe and the Middle East. This will enable many more Exclusive Networks resellers to unlock revenues by offering best-in- class SASE and Zero Trust cloud security, tapping into a market that 650 Group is forecasting to grow by 500% from 2020 to 2025. Michael Herman, Vice President EMEA and LATAM Alliances & Channel at Netskope, said: “After considering a number of distribution and go-to-market options in EMEA, Exclusive Networks was the obvious choice because of the team’s knowledge of the fast growing cloud security market. Exclusive Networks’ expertise in technology, professional services capabilities and support options come together with innovative financing and the consumption models that customers and partners expect from a next generation security partnership.” www.exclusive-networks.com 

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Tech Data has entered into a European distribution agreement with Cynerio, a provider of cybersecurity solutions for medical and IoT devices. Cynerio’s IoT Cybersecurity Platform enables healthcare organisations to leverage clinically contextualised, real-time insights to identify and manage risk, optimise device functionality and ensure patient safety. Joel Silberman, Vice President of Business Development at Cynerio, said: “Ensuring healthcare organisations are secure is critical in today’s cyber climate. Constant barrages of cyberattacks have disrupted operations across hundreds of global medical facilities and put patient wellbeing at significant risk. As Cynerio expands and accelerates across the European market, our partnership with Tech Data will enable us to help healthcare organisations across Europe combat cyber threats and achieve safe and lasting cybersecurity with a one- stop-shop platform.” 

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Cloud storage vendor Wasabi has selected Exclusive Networks and its X-OD on- demand online delivery channel to scale its EMEA-wide channel. With its simplified pricing model, with no tiers or additional fees for egress or API requests, Wasabi cloud storage is perfectly suited to X-OD, giving reseller partners immediate and easy access to cloud object storage-as-a-service at attractive prices, with enhanced payment options, either for stand-alone requirements or as part of larger projects. Denis Ferrand- Ajchenbaum, VP Global Vendor Alliances and Business Development at Exclusive Networks, said: “Wasabi’s cloud storage expertise and Exclusive Networks’ X-OD platform together create a compelling value proposition that delivers amazing opportunities for partners of all kinds. With the combined power of Wasabi and X-OD, partners can innovate a wide range of consumption and subscription models in the skyrocketing data storage market. In strategic terms, it also adds to the overall value and stickiness of the X-OD platform. Enterprise customers are budgeting more and more for their storage needs with public cloud providers like AWS, Azure, GCP and others, and frequently getting stung by extra charges for egress and API requests. Wasabi makes consumption easier, simpler and cheaper, and we at Exclusive are delighted to be able to offer EMEA partners the opportunity to enjoy enhanced benefits when they engage via X-OD.” www.x-od.com 

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David Terry – Schneider

Schneider Electric is partnering with IT distributors in the UK, Netherlands, Germany and Austria to deliver a market-first managed services offer for IT channel partners. Available through Ingram Micro, Tech Data and ALSO, the Managed Power as a Service combines APC Smart-UPS uninterruptible power supplies; EcoStruxure remote monitoring software; Monitoring & Dispatch services, including 24/7 IT support; and flexible financial terms offered by participating  IT distribution partners for an easy to manage monthly fee. Overcoming key customer challenges, including the need for real-time visibility across distributed IT and critical power sites, greater access to trained IT support and the need to manage costs more effectively, Schneider Electric’s new Managed Power as a Service also gives channel partners the ability to address a new market requirement for backup power protection in remote edge sites. David Terry, VP IT Channels, Schneider Electric Europe, said: “At Schneider Electric, we’ve long been developing edge computing technologies and service propositions to help partners meet the demands ofthe changing business environment. By partnering with select distributors across the zone and gaining access to flexible repayment terms, partners can create their own Managed Power Service, leveraging our UPS hardware, remote monitoring software and lifecycle service capabilities to add value to customers and transform single transactions into a predictable, monthly service model.” 

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TechnologyReseller: 2021