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Northamber out to shake up security market

Editorial Type: Industry Focus     Date: 11-2015    Views: 2944   











With a newly launched solutions division and two security vendors just signed up, distributor Northamber is aiming to drive growth to new heights

Northamber, the longest established trade-only distributor of IT equipment in the UK, is this year celebrating its 35th anniversary of serving UK resellers - not least with the recent launch of a new division, Northamber Solutions.

In October, the company staged its annual reseller event, Northamber Expo '15, at Epsom racecourse, with the highlight being the announcement that it had just signed up two top security vendors, iboss Network Security and Webroot, as strategic partners.

This is a major coup for Northamber: iboss is renowned for its array of solutions designed for regulatory compliance and to secure networks against threats, while Webroot is a market leader in cloud-based, real-time internet threat detection.

Northamber's head of solutions Andrew Birch is delighted to have the new partners on board. But why iboss and Webroot? "They have the kind of genuinely disruptive technology that offers true growth to a partner, not just in terms of selling products, but also where services are concerned. This three-way partnership has added another dimension beyond what you might get from the usual security vendors."

And he adds: "We are all looking for continued, sustained growth - and vendors that can make that possible have to be disruptive, leading edge. That's something both of these companies deliver.

"Webroot, for example, has a dedicated team that monitors the threat landscape in real time and updates technology in the same way. So we're talking about real-time validation of the attack vector."

As for iboss, Birch singles out its FireSphere technology as "extremely clever and sophisticated" when it comes to detection of and protection against persistent, signatureless advanced threats. "What we are talking about, with both of these partners, is a new breed of technology," he states.

Northamber director of strategy, Alex Phillips, points to his company's rapid growth of late. "Our attention and expertise around Big Data, security and network devices are all boosting our impact on the marketplace. We have evolved by developing a formidable channel that is focused and unified in providing the solutions that meet the diverse needs of resellers and hence so many businesses out there."

Northamber's long-term close partnership with WatchGuard as a valued distributor has been instrumental in making that happen, he adds. Indeed, WatchGuard's channel account manager for southern UK, Nick Porter, speaks of the excellent relationship with Northamber that has helped to drive growth for both. Phillips anticipates that the arrival of iboss and Webroot will only serve to accelerate these positives.

But why choose Northamber, from Webroot's perspective? EMEA regional director Adam Nash points to the distributor's depth of experience, highly developed partner base - and especially Northamber's understanding of the Webroot portfolio. "They are deeply integrated with their vendors, right through the business, and that is such an important factor for us when it comes to meeting customers' expectations."

For iboss director Roy Harris, partnering with Northamber is all about working with a distributor that has a similar vision. "That like-mindedness is vital. This is a tough market, but fast-growing, and we mean to unsettle it with our solutions, while enhancing Northamber's security posture by adding to their portfolio. I think there are very interesting times ahead."

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