Distributor pushes portfolio approach with a dozen vendors in package
Distributor Exclusive Networks has pulled together a portfolio of complementary vendor technologies in mobile security and management under the name Disruptive Enterprise Mobility.
“With as many as 82% of employees now using multiple mobile applications for work purposes, the enterprise IT environment continues to grow, and with that comes a wide range of challenges,” explains Graham Jones, Country Manager of Exclusive Networks UK. “Coupled with the explosion of Shadow IT – systems, software and other technologies installed without IT approval – these trends are putting organisations on the back foot.”
Talking to IT Europa, he says: “It’s organised as a further extension of our Cyber Security ecosystem positioning that was launched through via our CARM initiative last year. Resellers can have a full package, which consists of marketing, sales, database, training and access to our labs, all ready to go.”
“We profile both the VARs and their customer bases, after which we lead with either the whole Disruptive Enterprise Mobility solution or a subset. This depends on what their customer profile is and the training that the VAR has undertaken.”
It can create more business, he says. “It proves that we and our VARs are adding value and knowledge to our solutions, rather than simply pushing technology.”
For resellers dealing with customers still asking for point solutions, it can help expand the sale, as in the training. “We are looking for proactive VARs who are able to commit.”
Current participants are: Aerohive, Aruba Networks, Druva, Elastica, FireEye, Fortinet, Lookout, MobileIron, Netskope, Palo Alto, SafeNet and SecureAuth. Fill involvement may require some investment from VARs in terms of accreditation depending on what vendors they select in the framework, he confirms.
