In further evidence that security software and services are a major growth opportunity for both SMB solution providers and the distributors they buy from, Tech Data Corp. and SYNNEX Corp. made major security-related announcements within hours of one another today.
The news from Clearwater, Fla.-based Tech Data was the creation of a new Security and Information Management business unit. Responsible for helping channel pros protect customers from ever-mounting threats using solutions from the company’s software and network security vendor portfolio, the new group is led by Tech Data veteran Tracy Holtz, who will report to senior vice president of U.S. marketing Brian Davis.
“As the number and complexity of cyber threats continue to increase, Tech Data is developing simplified ways for our solution providers to help their customers identify, protect against and respond to this rapidly evolving landscape,” said Davis in a press statement. “The cybersecurity market is expected to grow exponentially over the next several years and we are well-positioned, both from a skills and scale perspective, to help our solution providers capitalize on market opportunities and proactively address their customers’ security concerns.”
Top priorities for the new group include recruiting resellers, expanding Tech Data’s roster of security vendors, and rolling out enablement tools including security assessments and other professional services aimed at helping VARs and MSPs build profitable security practices. Key focus areas within the vast and continually evolving security market will include network, data, endpoint, application, and cloud security, along with security intelligence.
Holtz, who joined Tech Data as a credit department employee in 1997, most recently served as a senior manager in the distributor’s U.S. software business. Her leadership, Tech Data says, was responsible for the company being named 2016 distribution partner of the year by Santa Clara-based Intel Corp.’s Intel Security group last week.
“The need for security solutions has evolved quickly, and in anticipation of this, Tech Data has laid the foundation for a comprehensive security practice that works for both our security vendors and solution providers,” Holtz said in Tech Data’s press release. “I am excited for the opportunity to lead our talented team, and we look forward to the continued expansion of our services, education programs and vendor portfolio to deliver best-in-class security expertise for our partners.”
Fremont, Calif.-based SYNNEX, for its part, widened the security offerings available via its CONVERGESolv Secure Networking group today. Newly available to resellers now are:
- Advanced protection, detection, and remediation offerings from Intel Security.
- Managed security services from Fortinet Inc., WatchGuard Technologies Inc., and Dell Inc.’s†Dell SonicWALL†unit.
- A cybersecurity partner care team offering onsite presales support from security strategists and engineers.
- Network and security assessment services.
- Installation and deployment services from SYNNEX’s field services organization.
The managed service offerings are designed to help VARs collect incremental recurring revenue without adding new staff by outsourcing configuration and oversight duties to SYNNEX security professionals. Resellers can also choose among three slightly different billing models. Fortinet’s managed firewall service, for example, is available through a three-year contract that’s billed monthly and doesn’t require end users to buy any hardware. WatchGuard’s equivalent offering, by contrast, has no long-term contract but does include an upfront firewall hardware purchase.
“As the magnitude of security threats continues to escalate, it’s critical for IT resellers to be proactive when managing and securing their customers’ networks,” said SYNNEX vice president for integrated communications Reyna Thompson in a press statement. “By making significant new investments with leading OEMs and vendors in the security space and internally at SYNNEX, we are well positioned to meet the demands of a growing number of resellers during a time when security has become an integral part of business planning and long-term success for the end-customer.”
SYNNEX’s CONVERGESolv Secure Networking division helps resellers architect network infrastructures, shield them from attack, and equip them with applications.
