IT and Business Insights for SMB Solution Providers

D&H Now Carries Sophos’ UTM Offerings

The New Sophos distribution-only model brings aggressive pricing, training, and resources for D&H VARs. By Cecilia Galvin

D&H Distributing has expanded its agreement with IT security provider Sophos and now offers the company’s UTM (unified threat management) network security software, increasing opportunities for D&H VARs to gain new business.

D&H and Sophos have worked together for three years. Sophos recently enhanced its partner program, moving to a distribution-only model for better pricing and new opportunities for VARs. In expanding the relationship to include Sophos UTM, D&H VARs have access to a product in a growing market. In fact, IDC estimates the 2013 UTM market at $2.7 billion, and the network security market at $7.9 billion. The full portfolio of Sophos network, server, and end-user protection products are available to D&H VARs for servicing customers in the SMB, education, and government markets.

To accelerate success for its VARs, D&H is offering a variety of resources such as an online training series and Partner Services marketing template on data security. Such tools will make it easier for resellers to add a managed services model and begin profiting from the Sophos solutions.

To train resellers on Sophos’ UTM solutions, D&H is offering an on-demand webcast series, “Configuring and Deploying a Sophos Unified Threat Management Solution to Provide Visibility and Consistent Security Across an Organization,” accessible through its online Solutions Lab site at In this three-part, 30-minute (total) tutorial, Sophos Network Security Product Specialist Bill Prout delivers detailed instruction on the UTM product and appliances.

To help VARs market lucrative security contracts and solutions to end-users, D&H also offers a Partner Services marketing template, “Data Security for Business from the Inside,” that can be customized with the reseller’s branding.

“We see a window here for solution providers to possibly increase revenues through a managed services offering. We will work to provide as much resources as possible to optimize that opportunity for our VARs,” says Jeff Davis, senior vice president of sales at D&H Distributing. “It’s a notable occasion when a vendor decides to forego direct sales and move to a pure distribution model, so we are happy to support them in their efforts to leverage our customer base and more fully utilize the channel.”

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