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

Nuvias is rolling-out a cloud-managed secure SD-WAN service for small and medium-sized enterprises, following a European distribution agreement with Versa Networks. The Versa Titan service gives SMEs a suite of advanced secure SD-WAN services, including network routing, security and analytics, user and support portals and a mobile application to manage branch networks remotely. Paul Eccleston, Executive Chairman at the Nuvias Group, said: “Whilst SD-WAN is being adopted by large enterprises, the Versa Titan service allows Nuvias channel partners to unlock the fast growing mid-market opportunity with a secure, carrier-agnostic, cloud-managed SD-WAN solution that is easy to design, deploy and manage, at a cost that delivers rapid ROI for SMEs.”
Comstor, part of Westcon-Comstor, has announced a pan-European distribution agreement for the full Cisco Meraki Go range of networking products for small businesses that need fast, secure and reliable WiFi access. Comstor says Meraki Go, a low-touch addition to its current Meraki portfolio, provides the simplest way to install a networking solution for businesses with limited IT resources. Russell Blackburn, Comstor Vice President Product Management & Marketing EMEA, said: “The Meraki Go product set is easy to use and one of Cisco’s most aggressively priced Small Business (SB) solutions. By bringing Meraki Go into our Enterprise Networking portfolio, we look forward to leveraging our expertise and existing specialist teams to give resellers the opportunity to expand their offering to the SB market. With the introduction of this new set of products at a time when Cisco has released its new SB programme, ‘Cisco Designed’, existing Meraki partners will have the opportunity to gain a bigger prominence in this space. There will also be a tremendous opportunity for those partners who are focused on this segment of the market but are perhaps new to Cisco or Meraki.”

Poly gear

Poly (formerly Plantronics and Polycom) is partnering with Midwich Group AV distributor Starin to provide its Zoom customer base in Europe with Poly collaboration gear, starting with the Poly Studio X plug-and-play native Zoom video bar, which turns any location into a collaborative workspace. When it announced the agreement in February, Poly made a commitment to deliver products to Zoom customers within 48 hours. Other products covered include the Poly Studio USB solution for huddle rooms, the Poly G7500 all-in-one meeting room solution and the Poly Trio conference phones family.

Alexis Brabant

Global technology provider Arrow Electronics has entered into an agreement with Fortinet to provide its cybersecurity solutions to UK channel customers, following a successful partnership in other parts of Europe. David Park, Director of Channel and Commercial Sales for Fortinet, said: “As more organisations deploy new SaaS solutions and move more workloads to the cloud, they face a wide range of ever changing and sophisticated threats. This new agreement enables Fortinet and Arrow to support these businesses, helping them to prevent, detect and address new threats from the beginning.”
IoT specialist Alliot Technologies is introducing the Bosch LoRaWAN smart parking sensor range to the UK and Europe. Alliot Technical Director Paul Hayes said: “The demand for smarter solutions in our cities is huge. We are delighted to have secured this agreement and very much look forward to working alongside Bosch to develop the IoT channel throughout Europe.”
In a further expansion of its range, Arrow Electronics has signed an EMEA distribution agreement with infrastructure automation provider Puppet. Covering the Puppet Enterprise, Puppet Remediate and Nebula solutions, the agreement gives IT channel customers more opportunities to combine solutions from leading vendors with options for automating enterprise ustomers’ business processes. More than 40,000 companies worldwide, including 75% of the Fortune 100, rely on Puppet technology and related products for automating infrastructure and application delivery. Alexis Brabant, Vice President Sales of Arrow’s enterprise computing solutions business in EMEA, said: “Puppet has managed to become an industry standard that works across all infrastructures and vertical businesses. We look forward to working with Puppet as we increase our focus on IT automation and secure DevOps in our overall solutions mix for on-premise and multi-cloud environments.”
Exertis has entered into a distribution agreement with Aquilai for its cloud-based Ajax Intelligence solution, which protects users of cloud-based email like Office 365 and G-Suite against advanced phishing threats, including zero-day attacks, that are estimated to be responsible for 93% of data breaches. The solution, which has been developed in co-operation with cyber security experts at GCHQ and NCSC, is claimed to detect over 40% of phishing attacks missed by incumbent vendors, using over 150 machine learning algorithms to ‘see’ each email much like a human cyber-security expert would, with no perceptible delays in email processing and delivery. Jason Hill, Exertis Hammer Sales Director, Europe for Security and Wireless, said: “When a phishing email is detected, Ajax Intelligence provides a simple but effective traffic light warning system that appears immediately above the body of the message on the user’s desktop, web or mobile device, adding another level of security against social engineering attacks. Its intelligent use of machine learning detects all types of advanced phishing threats using real-time technical checks and linguistic analysis.” Ajax intelligence can be set up as a standalone solution or in conjunction with other secure email gateways like Mimecast, if they are already deployed.


In an exclusive UK supplier agreement with ScreenBeam, Exertis is to add the company’s app-free screen-sharing solution to its collaboration solutions portfolio. ScreenBeam brings intuitive wireless collaboration into any meeting space or classroom without the need to download an app or keep a cable or dongle nearby. Simply tap to wirelessly connect a mobile device to the room display. Greg Bennett, Head of Exertis Pro AV, said: “ScreenBeam products are a great addition to our portfolio with their simplicity, ease of use and features that any business, large or small, would want to take advantage of to improve productivity and the meeting experience. Unproductive meetings are a big concern for organisations looking for new ways to increase workforce productivity and being able to easily project information and interact with that content is key.”
Technology distributor One Distribution is helping to bolster cyber security training for Security Operations, DevOps and Application Security personnel by broadening the availability of the SaaS-based RangeForce cybersecurity training platform in the UK and Ireland. One Distribution General Manager John Dams said: “Our enterprise customers are looking to reduce the costs of training, as well as increase cyber incident detection and reduce the need to have critical staffers off-site at training. These are all factors in driving newer cloud-based, on demand cybersecurity training platforms to the forefront as a significant focus of technology investment. RangeForce provides its entire training platform as a single SaaS solution including 130+ training modules and a highly effective cyber range that has been battle-tested by major banks and technology firms across the UK and Ireland.”

Conferencing system

Midwich Group and Barco are extending their existing relationship to include distribution of the ClickShare line of wireless conferencing systems in the UK (with Midwich), Ireland (with Square One) and France (with Sidev). Midwich, which already distributes other Barco products in the UK, has previously distributed ClickShare in the US and Switzerland, via Starin Marketing and MobilePro respectively. Midwich Group Commercial Director Stuart Mizon said: “Securing Barco ClickShare signifies an important moment for our trading partners throughout the IT and AV industry. To support this demand, we will be creating a dedicated UC division responsible for supporting our Midwich, Square One and Sidev customer base. Barco has been a key partner for the Group for over 5 years, across key technology areas, such as projection, LCD video walls, image processing and its wePresent products.”
Westcon is strengthening its Next Generation Solutions (NGS) portfolio with the award-winning CyberX IoT/OT cybersecurity platform, following the signing of a worldwide distribution agreement between the two companies. As organisations connect massive numbers of IoT/OT devices to their networks to optimise operations and implement Smart Building and Industry 4.0 initiatives, they are becoming increasingly concerned about the expanding attack surface. CyberX’s agentless IoT/OT security platform provides real-time visibility of all unmanaged devices within minutes of being connected to the network, using patented, M2M-aware behavioural analytics to continuously discover IoT/OT assets, identify risks and vulnerabilities and monitor network traffic for anomalous or unauthorised activities.
Exclusive Networks UK, the specialist distributor for cybersecurity and cloud solutions, has announced a sole distribution agreement for the Netskope Security Cloud. With 44% of security threats coming from cloud applications and services and more than 50% of DLP violations cloud-related, the Netskope Security Cloud provides real-time data and threat protection when accessing cloud services, websites and private apps on any device. Exclusive Networks will be responsible for growing the Netskope partner base and delivering dedicated in-country expertise and value-creation services. Graham Jones, Exclusive Networks Regional Director UK&I, said: “Gartner recently praised Netskope for its complete security platform, which includes Next-Gen SWG, a combination of Secure Web Gateway, Cloud DLP and CASB, and Zero Trust Private Access. It’s a compelling departure for enterprises tired of piecing together disparate elements of a cloud-based security architecture and offers partners the ability to address a wide variety of security use cases by meeting the needs of security teams, network teams and application-specific implementations. Netskope has made the right investments and the timing is now ideal to optimise the current channel opportunities for cloud security.”

In a new partnership with ATP Enable, Exertis is giving B2B resellers the opportunity to increase revenue and margin by adding airtime to mobile, laptop and tablet sales. A complementary service to the Exertis trade-in programme and DaaS, also open to B2B resellers, ATP Enable allows resellers to compare, build and quote on SIM Only airtime deals from major networks including 02, Three, EE and Vodafone via an easy to use portal that also shows the margin available. ATP Enable Managing Director Richard Nisbett said: “The portal has been created so that even if you’re new to airtime you can easily find the best deals and create a quote in seconds. ATP also manages the connection process, so you don’t have to. There is a variety of tariff options and these get refreshed regularly, and we offer substantial commissions that are paid to the reseller.”
Following last year’s acquisition of Nexenta and the Western Digital IntelliFlash brand by parent company DDN, Tintri has appointed the Nuvias Group to distribute the expanded range of Tintri storage solutions. Darren Gross, Senior Director of International Channels at Tintri, said: “Tintri has worked with Nuvias for over five years, helping us to identify and onboard partners and grow our footprint across the whole of EMEA. With DDN’s acquisition of the IntelliFlash and NexentaStor products, it was an easy decision to bring Nuvias on-board to support us in taking the new portfolio to market and developing the channel further with our continued focus on intelligent infrastructure.” The IntelliFlash product family complements Tintri’s existing portfolio of intelligent infrastructure for enterprise storage with AI-enabled, high-performance NVMe-flash and hybrid solutions, while NexentaStor, the market leader in Software Defined Storage (SDS) for 5G and Internet of Things (IoT), addresses the fast-growing IoT market with Multi-Cloud Data Management.

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