New Bell Micro Division to Push Security Sales in U.S.

Distributor sees an opportunity to expand its security solutions business through channel partners. It will replicate its security division in the U.K.

Distributor Bell Microproducts (OTC: BELM.PK) is replicating in the North American market a version of its successful U.K security division to help channel partners better address what it sees as a growing need for business security/storage solutions.

Duncan Hume, who led Bell Microproducts’ U.K. security division and now directs its North American equivalent, said the move will mean increased sales opportunities for the distributor's channel partners. 

“The timing couldn’t be better for us to expand our security solutions business,” said Hume, a 24-year veteran of value-added distribution in the UK and across Europe. “Companies that buy storage products are looking for the best ways to protect their data, which creates a huge need to ensure the confidentiality, integrity and availability of that data. Resellers are ideally situated to solve those needs.”

Hume said a number of compliance issues are driving market growth. He pointed to compliance requirements such as HIPAA and Sarbanes-Oxley, which force businesses to consider the security of their stored data. That opens up opportunities for resellers to provide storage and security products, as well as related services.

Hume said the market is also seeing a convergence of storage and security suppliers, an evolution that makes it natural for Bell Microproducts, one of the world’s largest distributors of storage products, to expand its security solutions business.

Currently, the distributor offers a multitude of security options to its channel partners, including anti-virus spam filter, SSL virtual private networks, unified threat management, firewall, email firewall, and intrusion detection and prevention. Its key security vendors are AEP Networks, Barracuda, Bloxx, Clearswift, Utimaco and SunBelt Software.

To meet the needs of partners selling into the converged storage/security space, Hume said Bell Microproducts will expand its technical services beyond its current portfolio of pre-sale, integration, post-sale, implementation and lab services. 

“An added-value service we will be offering soon is security penetration testing, which will allow resellers to identify security weaknesses in their customers’ sites and to offer solutions to remove those weaknesses,” he said.

Hume added that Bell Microproducts will also offer training opportunities for partners to familiarize themselves with the latest offerings from leading security vendors. “We will introduce the ‘Security Sales Academy,’ a program that has been very successful for us in the United Kingdom,” he said. “It assists resellers in developing a sustainable and profitable security business, building security sales expertise within the organization, and obtaining access to campaigns and offers from vendors.”

TAGS: security,services,distributor,Bell Micro,Storage

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