IT and Business Insights for SMB Solution Providers

D&H Amps Up Emphasis on Security Training and Marketing

Looking to help resellers protect data traffic flows that increasingly bypass network perimeters, the distributor is conducting more security-related education sessions and introducing new tools for promoting security solutions from Cisco and other vendors. By Rich Freeman

D&H Distributing Co. is rolling out new cybersecurity resources designed to help resellers take advantage of increased need among SMBs for protection from swiftly evolving threat vectors.

The new offerings include live and hosted events as well as marketing templates that channel pros can use to promote comprehensive security solutions encompassing filters and firewall platforms, anti-virus and anti-malware solutions, and mobile device security systems.

According to D&H, solutions like those are increasingly necessary today in light of the expanded attack surface created by trends such as cloud computing, mobile computing, and the Internet of Things. Citing data from analysts at Gartner, the distributor notes that by 2021 a quarter of all corporate data traffic will flow directly from mobile devices to the cloud, bypassing the network perimeter.

“The standard network is now being accessed from a diversity of sites and equipment. It’s more of a challenge than ever to provide protection in all these scenarios,” said Peter DiMarco, Harrisburg, Pa.-based D&H’s vice president of VAR sales, in press remarks.

“Resellers need to be diligent and take a multi-layered, proactive approach. We’re not only dealing with stealthy external hackers and malware, we’re also guarding against internal threats that are introduced within the network borders, sometimes residing on the system undetected for a period before wreaking havoc. Such situations necessitate not just one, but a series of solutions. A comprehensive security offering will monitor activities, identify suspicious behavior, and mediate threats from all sources, external or otherwise.”

D&H staged a session representative of its security education push in August at its Mid-West Summer Technology Show in Lombard, Illinois. A four-hour “boot camp,” it focused on security-related uses of technologies from Cisco Systems Inc., of San Jose, Calif., including both traditional routing, switching, and wireless solutions and the Cisco Meraki line of small business cloud networking products. The distributor also recently presented an online “You as a Service” lab in which attendees learned how to create and sell hosted security solutions.

Security is set to figure prominently at D&H’s Mid-Atlantic Fall Technology show, which is scheduled to take place October 26, in Hershey, Pa.

Other distributors are also looking to grab a piece of the $86.4 billion that Gartner says businesses worldwide will spend on security products and services this year. Fremont, Calif.-based SYNNEX Corp., for example, recently closed its $830 million acquisition of security, unified communications, and networking specialist Westcon-Comstor’s North American and Latin American operations. Clearwater, Fla.-based Tech Data Corp., meanwhile, has been developing security solutions combining its legacy broadline distribution products with services from the former Avnet Technology Solutions, which it purchased earlier this year for $2.6 billion.

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