Security vendor Trend Micro is taking aim at Cisco’s reseller base after appointing Cisco distributor Westcon Group to carry its full portfolio.
Trend inked an initial partnership with Westcon last August based solely on its Cisco-attached products (CRN, 26 August). The distributor will now have access to Trend’s full portfolio, alongside incumbents Sphinx, Computerlinks, Ingram Micro and Blue Solutions.
Paul Anderson, sales director for the UK and Ireland at Trend, said the move reflected the convergence between the networking and security channels.
“All we’re doing is recognising the direction of the market and the additional value we can bring to partners focusing on networking,” he added.
“Most Cisco partners aren’t buying security products from our existing distributors. If they can go to Westcon and get a neatly-wrapped package I hope it will be well received by channel.”
Anderson stressed the Trend business would be driven by Comstor - Westcon Group’s Cisco arm - and not its newly-acquired security business, Noxs.
“Westcon’s strategy is to use Noxs as an overlay for the Comstor sales team, but most of the business will be driven through Comstor. We don’t see any conflict with our existing distributors as Westcon will be driving into a new marketplace for us,” Anderson said.
The deal will initially apply to the UK, but could eventually be rolled out to the rest of Europe, Anderson added.
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