IT and Business Insights for SMB Solution Providers

Distributors Beef Up Security Offerings

Three distributors have signed on new vendors to offer more hardware and software security products. By Cecilia Galvin

Keeping critical client data safe seems to be the watch phrase for distributors in 2009, with D&H Distributing Co., Bell Microproducts Inc., and Tech Data Corporation broadening their line cards with new security offerings.

In December, D&H co-president Dan Schwab told ChannelPro-SMB that there is a sizable security opportunity for partners who serve small businesses, noting that "there are too many businesses that are running unprotected." Now the Harrisburg, Pa.-based distributor is helping its partners do something about that by offering the entire SonicWALL product portfolio, including network security, secure remote access, content and email security, and backup and recovery solutions.

"In a precarious economy, it's more important than ever for SMB businesses to keep their current customers satisfied by making sure their critical data, their VPNs, their entire systems are secure," says Rob Eby, vice president of purchasing for D&H. "A breach or a disaster can be more impactful and harder to absorb at a smaller organization than at a large one, especially in this market. Our partnership with SonicWALL addresses that for our resellers."

Bell Microproducts, the San Jose, Calif.-based distributor known for its expertise in storage and server solutions, is also focusing more on security, and has strengthened its new North American Security Division by signing agreements with Bloxx (Internet monitoring products), Barracuda (email archiving appliance), and Cyberoam (Unified Threat Management appliances).

"When the ultimate goal is achieving a seamless security deployment, access to a broad range of best-of-breed technologies is a key factor," says Duncan Hume, director of Bell Micro's U.S.-based security division. "We combine this access with our expertise in servers, storage, and software to deliver an extremely attractive option to our partners."

For its part, Tech Data announced an exclusive distribution agreement with SECNAP, a provider of email and network security solutions. The Clearwater, Fla.-based distributor offers resellers access to SECNAP's email security appliances and hosted email security solutions, featuring the vendor's SpammerTrap technology.

SpammerTrap email security appliances include solutions for SMBs and larger enterprises. Available with one- or three-year service contracts, the devices are installed at an end-user's location while SECNAP provides automated remote software updates to ensure that the appliances defend against messages containing the latest viruses and other malware.

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