31 July 2013
Wireless LAN vendor claims market large enough to support three distributors following appointment of Cloud Distribution
Wireless LAN vendor Aerohive has enlisted a third UK distributor to help it crack the UK enterprise space.
Cloud Distribution will carry Aerohive's wares from tomorrow, working alongside incumbents Exclusive Networks and Computerlinks.
The vendor only appointed Computerlinks last February, but Andrew Rattigan, channel director for the international region at Aerohive, claimed a third ally is needed to deepen its penetration into retailers and other large enterprises.
"Cloud Distribution offers us a potentially quicker route into some of the major enterprise deals," he said, adding that Computerlinks' and Exclusive's network security backgrounds contrast with Cloud's focus on cloud-enabled technology.
Aerohive has amassed a base of about 130 active VARs since itburst into the UK in 2008, but Rattigan claimed the the market is big enough for it to broaden its channel further.
"We've just done a review of our channel and it's very clear the market will bear increased channel coverage, particularly in verticals such as retail and nebulas enterprise, and we are actively recruiting there," he said. "Having another distributor that knows how to play in that space is key."
Cloud Distribution helped build the UK market for wireless LAN vendor Meraki, which was acquired by Cisco last November and will at some point move onto Cisco's global price list.
Cloud director Adam Davison stressed the two technologies have different strengths, with Aerohive's 'controller-less' HiveManager management system able to support on-premise, private cloud or public cloud deployments.
"[Traditionally] we couldn't play in about 30-40 per cent of the wireless opportunities we were talking to because we couldn't do on-premise or private cloud," he said.
"Depending on the each end user's requirements, we can now help resellers choose the right solution for their requirements. What we are not doing as a business is bringing on products that compete with each other."
Despite rumours to the contrary, Rattigan said Aerohive has no plans to ditch either of its incumbents, stressing that the vendor already has three distributors in both Germany and France.
04 July 2013
Reading, UK – 4th July 2013 – Security and networking value added distributor (VAD) Cloud Distribution has announced a partnership with Exinda, a global leader of next-generation WAN optimisation and Network Control solutions. Focusing on the United Kingdom and Northern Ireland, the distribution partnership will target the enterprise networking market where Cloud Distribution has built an innovative practice. The partnership will enable Exinda to satisfy the increasing market demand for its suite of next generation solutions and extend Cloud Distribution’s network and security practice with another key component.
In response to a growing demand for integrated mobility and network management solutions required for an increasingly mobile and bandwidth hungry workforce, Cloud Distribution has carefully designed its Enterprise Mobility and WAN technology stacks. A collection of complementary, next generation networking technologies will now feature Exinda as a key component. Exinda solutions have been implemented within 3,000 mid and large size enterprises to solve many of the most pressing IT challenges including bring your own device (BYOD), cloud application migration and internet traffic control.
Kevin Kirksey, VP Global Sales for Exinda adds, “The partnership builds on both companies’ reputations for innovation in enterprise networking. Having recently been recognised by Gartner Research as a Visionary in its 2013 Magic Quadrant for WAN Optimisation Controllers, we were looking for an equally innovative networking expert distribution partner – we found it with Cloud Distribution.”
“This partnership is an exciting opportunity for both our organisations,” said Adam Davison, director at Cloud Distribution. “I see first-hand the impact they are making in the market with their unique approach to network management. No other solution on the market today can provide network visibility, WAN and Internet control and application optimisation within a single suite. Our resellers will appreciate being able to address their customers’ concerns around an increasingly distributed and mobile network that cannot contend with the demands being placed on it.”
About Cloud Distribution
Cloud Distribution is a value-added distributor of disruptive next-generation security and networking solutions that VARs can take to market quickly and easily. It currently distributes Meraki, Sinefa, Talon Storage Solutions, Tanaza, Lastline Inc, Enterasys, Lacoon Security, Watchful and Fiberlink. Its portfolio of disruptive security and networking solutions helps resellers to differentiate themselves from the competition and create new markets to sell in. The company was founded in 2009 by senior executives with a wealth of experience in the security, networking and optimisation space. Its philosophy is to take innovative, cutting-edge vendors into the UK market by recruiting and working together with skilled, reputable, market making partners. For further information please visit www.cloud-distribution.com. Follow us on Twitter @cloudtweeters.
Exinda is a leading global supplier of WAN optimization and Network Control solutions. Exinda enables organizations to assure a predictable user experience for strategic business applications through policy-based WAN optimization and Network Control that intelligently allocate network bandwidth and optimize traffic based on the priorities of the business. The company has helped more than 2,600 organizations in over 80 countries worldwide assure application performance, improve the end-user experience, contain recreational applications and reduce network operating costs for the IT executive. For more information, please visit www.exinda.com. Follow us on Twitter @Exinda.