Distributor Bell Micro Expands Security Offerings for VARs

Distribution agreements are signed with Barracuda Networks, Bloxx and Elitecore Technologies. The move adds security products that carry good margins for VARs.

Just two months after creating a U.S. security division, distributor Bell Microproducts (OTC: BELM.PK) has signed distribution agreements with a number of major security vendors, whose products offer good margins for VARs.

 “As we’re focused on meeting the needs of VARs, we want to offer them not just excellent products, but products that are not over-distributed, enabling VARs to reap double-digit margins so they can grow their businesses,” said Duncan Hume, director of Bell Microproducts’ security division. “On top of that we provide VARs with deal registration, which protects their sales in these difficult economic times.”

The distributor recently inked agreements with Barracuda Networks, a leader in email and web security; Bloxx, which specializes in web filtering; and Elitecore Technologies, a manufacturer of unified threat management (UTM) appliances.

Those and other security vendors in the distributor’s portfolio, including AEP Networks, Clearswift, and Vasco, provide VARs with the margin-rich technologies they need to address the diverse security needs of customers, said Hume.

“End-user companies are faced with many security challenges today – challenges that VARs can solve,” he said.  “Not only must companies protect the confidentiality and integrity of their networks and data, but they must keep up with a host of compliance rules and regulations that seem to change daily.

Security issues give resellers a compelling reason to revisit their existing customer base over and over.”

Federal Compliance Mandate Opportunity

The complex nature of federal compliance mandates, which keeps companies on their toes, provides almost endless opportunities forVARs to sell security products and related services, he said.

To help VARs leverage their trusted position with their customers, Hume said the distributor recently began offering security penetration testing, a value-added service than enables resellers to identify security weaknesses in their customers’ sites and to offer solutions to remove those weaknesses.

In addition, Bell Microproducts has started providing training sessions for VARs to familiarize themselves with the latest offerings from the distributor’s security vendors.

The company has also kicked off the ‘Security Sales Academy,’ a program to assist resellers develop a sustainable and profitable security business, build security sales expertise within their organizations and obtain access to campaigns and offers from vendors.

TAGS: security,services,distribution,VARs,Bell Micro

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