Sophos opts to ratchet up UK distie numbers

Sophos has moved to extend its UK distribution roster as it looks to increase its channel coverage and get more growth via the channel.

The security player has been working with Arrow ECS, but opted to extend its line-up by adding Tech Data and Giacom, providing both with access to its complete portfolio.

Jonathan Bartholomew, vice president of sales Northern Europe at Sophos, said the addition of two more distributors would complement Arrow.

“Both are well established to support the growing needs of their own and Sophos’s channel partners,” he said. “The onboarding of two additional distributors further advances our mission to provide partners with the best and most complete set of cyber security solutions in the market that help organisations defend against ransomware and other cyber attacks.”

Tech Data will carry the Sophos range and is expected to provide sales, technical and renewal support for resellers because of its abilities on that front.

Alison Nixon, director – security at Tech Data Advanced Solutions, UK and Ireland, said the partnership was significant for both parties.

“It presents us with the opportunity to offer tremendous value to all partners selling Sophos security,” she said. “Whether they are platinum partners or just starting out on their security journey, we can help them digitally transform, accelerate and grow.

“The deal also provides access to the trusted strength, breadth and scale of Tech Data and the expertise of our specialist security practice. From day one, we will be making the full scope and range of our capabilities available, to ensure partners can offer their end-user customers the very best protection and keep pace with the rapid pace of change in cyber security.”

Giacom, which comes with a growing reputation in delivering cloud software, slots in to increase coverage of that side of the market.

“The demand for managed security services and cloud security has seen unprecedented growth in the past few years,” said Scott Barlow, vice-president, global MSP and cloud alliances at Sophos.

For Giacom, the addition of Sophos is a chance to add a major brand and the move has been seen as a validation of its ability to deliver solutions via cloud marketplaces.

“As a prominent brand in the cyber security space, Sophos increases the strength of our own security portfolio,” said Mike Wardell, CEO of Giacom.

Sophos is not the only security vendor that has been looking to distribution as a way to extend market coverage and support its growth ambitions.

Last week, SASE (secure access service edge) player Netskope chose to sign up Exclusive Networks to give it more coverage across EMEA, having already established a good working relationship in the UK&I and Iberia.

“We have seen significant demand for Netskope from our partner community across the region,” said Gerard Allison, senior vice-president, Exclusive Networks EMEA. “This growth opportunity is exactly what our partners want us to help them capitalise on.”

Cloud Distribution has also recently highlighted how working with a distie is appreciated by security vendors, after NetMotion by Absolute chose to work with the channel player in the UK.

Adam Davison, chief strategy officer at Cloud Distribution, said the world had changed and it needed to arm its reseller partners with more tools.

“The future of work is hybrid, hence there is a real need to ensure networks support both remote and office workers seamlessly,” he said. “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 kinds of solution that businesses require today.”