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Brand and personal updates for CI Distribution, Exclusive Networks, Exertis and Westcon Security

United Kingdom: PC component and peripheral specialist CI Distribution has signed a series of deals with Micron's global gaming memory brand Ballistix, Taiwan-headquartered computer gaming hardware manufacturer Cooler Master and Wi-Fi connected home devices innovator iBaby. Security vendor Symantec has inked a distribution deal with network and security VAD Exclusive Networks for its full corporate portfolio. According to competitor Westcon Security, this signature means an end to the existing partnership between themselves and Symantec (albeit limited to Blue Coat Systems products). Finally, broadliner Exertis has appointed Matt Finn as an account director within its consumer division based in Harlow. Finn will be responsible for the management of key accounts focused on gaming, reporting to Alex Croft, Exertis sales and commercial director (source: PCR Online United Kingdom, ChannelWeb United Kingdom).

Exclusive Group expands financing & leasing services

Exclusive Capital, the financing and leasing division of network and security VAD Exclusive Group, has announced that its wide range of flexible, innovative, value-generating services is now available in 20 countries worldwide. Fed by increasing market demand, its expanded geographical coverage has doubled in the last six months, benefiting thousands more reseller partners across EMEA with compelling opportunities to expand deal values and close sales more rapidly. "More partners are tuning in to the advantages enabled by IT financing and leasing services that increase the affordability of the latest disruptive technology solutions", said Franck Laga, managing director at Exclusive Capital. "Availability of our services in more places allows us to localise payment options in the context of global, multi-site deals. Vendors are also very supportive of our expansion because our services help address new cloud-based consumption models and allow customers to preserve capital and take advantage of record low interest rates around the world."

Following its launch in France in early 2015, Exclusive Capital quickly grew to incorporate local operations in Austria, Australia, Belux, Germany, Italy, New Zealand, Switzerland and the United Kingdom. The latest additions to its EMEA-wide scope include Denmark, Finland, the Netherlands, Norway, Portugal, Spain, Sweden, Turkey and the Middle East, swelling the total number of countries served to 20.

"In little over two years, Exclusive Capital's scale has grown to match our Group footprint, with the exception of Asia; a fantastic achievement but still a 'work-in-progress' that we intend to turn into a truly global offering", said Barrie Desmond, COO at Exclusive Group. "The popularity of our financing and leasing offerings reflect their outstanding relevance to enterprise decision-makers, making them the natural choice for smart reseller partners and the perfect complement to our other value-added services."

Exclusive Group acquires US VAD Fine Tec

United States: French network and security VAD Exclusive Group has advanced its global distribution partner offering with the acquisition of leading Silicon Valley-headquartered cybersecurity VAD Fine Tec, a local Fortinet distributor. The move places Exclusive Group at the heart of the world's largest cybersecurity market; complementing its existing global presence throughout the EMEA and APAC regions. Global systems integrators, service providers and vendors, as well as large North American reseller partners, will be the chief beneficiaries as Exclusive Group extends its unique, highly successful 'Disruptive Distribution' blueprint with an established local player that already shares similar DNA and value-adding culture.

"This will be a major step forward for our global proposition as we harness US-based skills, resources and relationships to support the execution of worldwide deals with large systems integrator partners and to advance our unique formula into the domestic market", said Olivier Breittmayer, CEO of Exclusive Group. "Fine Tec is as an operationally excellent business with a strong services capability and successful reputation for delivering value in a highly competitive environment. It represents a great opportunity to integrate a culturally-aligned business into our global family, and we look forward to working with Fine Tec CEO James Shen and his team to build on their success and accelerate growth throughout the region."

"This is great news for everyone connected with Fine Tec family as it validates the approach we've taken to value-added distribution in the US for nearly 20 years", said James Shen, Fine Tec President & CEO. "The Exclusive Group story is well known and we’ve admired it from afar, but now with the Group's global reach and resources it opens up many new opportunities for our partners. It really is an exciting time as there is true opportunity to extend the disruptive distribution model to the US, whilst the ambition for us to grow internationally is finally realised."

The move follows Exclusive Group's recent appointment of Patrick Huth as VP Alliances Americas, who will be instrumental in enabling new partner and vendor opportunities alongside Fine Tec's existing leadership team. The successful integration of the Fine Tec business is set to increase Exclusive Group's forecast revenues for the full year 2017 to 1.8bn€ ($2bn).

Exclusive Group stakes claim in world's biggest market

Network and security VAD Exclusive Group has launched its unique brand of "Disruptive Distribution" to the US market with the appointment of highly successful channel operator Patrick Huth as VP Alliances Americas. Pat will have responsibility for growing vendor and partner alliances across the world's largest IT market. This latest chapter in Exclusive Group's worldwide expansion is set to deliver significant value to major vendor and GSI partners and complements Exclusive Group's extensive presence throughout EMEA and APAC where total revenues of €1.3b were achieved in 2016.

"The US is a key objective in our global expansion and we see great opportunities for our business alongside key vendor, service provider and systems integrator partners. As VP Alliances, Pat will play a major role in converting those opportunities into results", said Barrie Desmond, COO at Exclusive Group. "We are the only European headquartered global VAD, but it almost feels like we're coming home. Many of our partners are US-based and understand our unique worth in delivering accelerated market success, combining global scale with a genuine commitment to value. The near-term plan is to harness Pat's market expertise and phenomenal track record, so that we ensure local relevance as our successful formula is applied."

Exclusive Group's new VP, Patrick Huth, is an accomplished IT channel sales leader with almost 40 years' experience in distribution, both across the US market and globally. Having held a variety of management roles during a stellar career in the channel, his latest position was as Senior Director of Partner Management for Westcon-Comstor Group where he led efforts to successfully grow revenue and profitability for several top vendors and managed a portfolio worth more than €900m.

"Exclusive's reputation is well known and admired as a major force in delivering a different type of distribution and I'm extremely excited about the opportunity we have to expand our global partnerships", said Huth. "Both our cybersecurity and datacentre IT vendor portfolios are heavily biased toward highly innovative technologies that disrupt the market and provide a platform for generating immense value. US-HQ'd partners now have a new choice when looking to deliver global deals and enhanced value."

Gigamon reinforces relationship with Exclusive Group on an EMEA-wide distribution agreement

Network and security VAD Exclusive Group has announced Gigamon as the latest market-leading vendor to consolidate its distributor portfolio with Exclusive Networks as it looks to grow its channel presence and accelerate sales across EMEA. The move comes as Gigamon targets ambitious growth objectives for EMEA in 2017/2018; simplifying its channel strategy and forging a more focused channel relationship to realise the full potential of Exclusive Network's unique and proven approach to value-added distribution.

"With unprecedented market change, putting more energy and attention behind a vendor and distributor relationship has never been more relevant. We have known for many years that growth becomes faster and more efficient, and the focus is always greater within a shared mindset leading to more successful risk-taking from strategic, long-term investments", said Barrie Desmond, COO at Exclusive Group. "Gigamon has been steadily growing its influence in the EMEA market with a disruptive technology portfolio that gives unparalleled visibility to data-in-motion into public, private and hybrid cloud environments. Our businesses are a great fit and our combined efforts will accelerate them to the next level."

The distribution agreement for Gigamon solutions now covers 15 countries across EMEA, extending the Exclusive Networks partnerships already established in France, Germany, Spain and the United Kingdom, into the Nordics (Denmark, Finland, Norway and Sweden), Middle East, Benelux (Belgium and the Netherlands) and remainder of the DACH region (Austria and Switzerland). Key objectives for the remainder of 2017 include additional reseller recruitment while bolstering technical services, marketing and pre-sales support for existing and new partners.

"Exclusive is well-suited to help us meet our goals, with a great understanding of the needs of enterprise customers and a remarkable track-record of harnessing channel market dynamics to accelerate growth for disruptive technologies", said Gerard Alison, Vice President of EMEA, Gigamon. "There are also compelling synergies with many other vendors in the global Exclusive Networks cybersecurity portfolio – many of which are Gigamon ecosystem partners – where our Security Delivery Platforms and Visibility Fabric can be applied to brilliant effect."


Exclusive Networks UK Ltd

Exclusive Networks UK Ltd
Alresford House
Mill Lane
GU34 2QJ Alton
United Kingdom
Phone : +44 (0)1420 548 248
Fax : +44 (0)1420 544 799
Website :
E-mail :

Other offices
S43 4XA Chesterfield
Phone : +44 (0)844 225 8200
EC2M 1JH London
Phone : +44 (0)845 521 7217
CB8 OAT Newmarket


General manager : Mr Graham Jones (*** ****** ********* ** *****)
General manager : Mr Ian Morris (*** ****** ********* ** ***** )
Deputy Executive Officer : Mr Barrie Desmond (*** ****** ********* ** ***** *)
CFO : Mr Robin Draper (*** ****** ********* ** ***** )
Sales director : Mr Graham Aynsley (*** ****** ********* ** ***** *)
Marketing director : Mrs Hadas Hughes (*** ****** ********* ** ***** )
CTO : Mr Sean Remnant (*** ****** ********* ** ***** *)
Sales manager : Mr Jim Harvey (*** ****** ********* ** ***** )
Sales manager : Mr Richard Carpenter (*** ****** ********* ** ***** ***)
Division director or manager : Mr Jason Dance (*** ****** ********* ** *****)
Division director or manager : Mr Stuart Clark (*** ****** ********* ** *****)
Division director or manager : Mr Lee Widdowson (*** ****** ********* ** ***** ***)
Product manager : Mr James Munroe (*** ****** ********* ** ***** )


Creation year : 1994
Company registration number : 02900798
VAT number : GB 818 3015 47
Annual turnover
2016 : 265,38 M€
2015 : 233,55 M€
2014 : 135,62 M€
2013 : 100,12 M€
2012 : 90,00 M€
Active resellers : 700
Indirect turnover : 100%
National/regional/export split : 97/0/3
Export : Ireland
VAD : Networks, security, software
Main brands : Aerohive Networks, FireEye, Fortinet, Gemalto (SafeNet), LogRhythm
Clients : Associations, consultants, corporate resellers, dealers, distributors, ISP, IT consulting and service providers, semi-distributors, service providers, specialized resellers, systems integrators, telecom operators, VAR
Employees : 116 people


Mobility software
BlackBerry Ltd

Acceleration hardware and software
Symantec (Blue Coat Systems)
Bandwidth management
Fortinet, Symantec (Blue Coat Systems)
Bridges, gateways and routers
Symantec (Blue Coat Systems)
Cache servers
Symantec (Blue Coat Systems)
DSL modems
High availability
Fortinet, Symantec (Blue Coat Systems)
Load balancing
Symantec (Blue Coat Systems)
Management and supervision software and hardware
Aerohive Networks, DarkTrace, FireEye, FireEye (Mandiant), Gigamon, Symantec (Blue Coat Systems), Tufin Technologies
Fortinet, Symantec (Blue Coat Systems)
Remote access servers
Symantec (Blue Coat Systems)
Wireless access points
Aerohive Networks
Wireless network adapters
Aerohive Networks

Smartcard readers
Gemalto (CRYPTOCard), Gemalto (SafeNet)

Fortinet, Gemalto (SafeNet), SentinelOne, Symantec (Blue Coat Systems), Symantec Enterprise Security
Fortinet, Gemalto (SafeNet), SentinelOne, Symantec (Blue Coat Systems), Symantec Enterprise Security
Fortinet, Gemalto (SafeNet), SentinelOne, Symantec (Blue Coat Systems), Symantec Enterprise Security
Aruba Networks a HPE Company, Exabeam, Fortinet, Gemalto (CRYPTOCard), Gemalto (SafeNet), Lieberman Software, SecureAuth, Symantec Enterprise Security
Gemalto (SafeNet)
Content filtering
FireEye (Mandiant), Fortinet, Gemalto (SafeNet), Symantec (Blue Coat Systems), Symantec Enterprise Security
Fortinet, Gemalto (CRYPTOCard), Gemalto (SafeNet), Symantec (Blue Coat Systems), Symantec Enterprise Security
Balabit, Fortinet, Gemalto (SafeNet), Imperva, Palo Alto Networks, SentinelOne, Symantec (Blue Coat Systems), Symantec Enterprise Security
Intrusion protection
FireEye (Mandiant), Fortinet, SentinelOne, Symantec (Blue Coat Systems), Symantec Enterprise Security
Log analysis
Aruba Networks a HPE Company, Balabit, Fortinet, Gemalto (SafeNet), LogRhythm, Symantec (Blue Coat Systems), Symantec Enterprise Security
Physical access control
Gemalto (SafeNet)
Secure mail
Fortinet, Gemalto (SafeNet), Proofpoint, Symantec Enterprise Security
Security appliances (UTM)
Aruba Networks a HPE Company, Balabit, FireEye, Fortinet, Proofpoint, Symantec (Blue Coat Systems), Symantec Enterprise Security
Traffic management
Gemalto (SafeNet), Symantec (Blue Coat Systems), Symantec Enterprise Security
Traffic monitoring
DarkTrace, FireEye, Fortinet, Gemalto (SafeNet), Lookout, Symantec (Blue Coat Systems), Symantec Enterprise Security
Virtual Private Networks
Fortinet, Gemalto (SafeNet), Symantec (Blue Coat Systems), Symantec Enterprise Security
Vulnerability management
Fortinet, Symantec Enterprise Security

Added value
Symantec (Blue Coat Systems), Symantec Enterprise Security
ASP and xAAS
BlackBerry Ltd, Fortinet, Symantec (Blue Coat Systems)
Infrastructure outsourcing
BlackBerry Ltd
Offsite and online backup
Security as a Service
Fortinet, Gemalto (CRYPTOCard), Gemalto (SafeNet), Greenbone Networks, Lookout, Proofpoint, Symantec (Blue Coat Systems), Symantec Enterprise Security, WhiteHat Information Security
Aerohive Networks, Aruba Networks a HPE Company, Balabit, BlackBerry Ltd, Fortinet, Gemalto (CRYPTOCard), Gemalto (SafeNet), Imperva, Palo Alto Networks, Proofpoint, Symantec (Blue Coat Systems), Symantec Enterprise Security, Tufin Technologies
Warranty extensions
Gemalto (SafeNet), Symantec (Blue Coat Systems)

Mail and groupware software
BlackBerry Ltd, BlackBerry Ltd
Management software
BlackBerry Ltd, Carbon Black, NetSkope
Other types of software
BlackBerry Ltd

Backup software

Gemalto (SafeNet)


Value added services
After-sale consulting, after-sale service, architecture design, audit, authorized training centre, business plan help, cash-and-carry, co-marketing funds, configuration help, dedicated contacts, demo products, demos, direct shipping to final client, e-mailing, export service, field sales staff, hardware connection/cabling, hardware installation, hardware tests, help with specifications write-up, hot-line, information newsletter, lead generation, logistics, maintenance, manufacturer certifications, modeling, newsletters, on-site training, personalized help, pre-sale consulting, product loan, project management help, project monitoring and control, project-dedicated sales staff, remote installation, retail-dedicated sales staff, return-to-base warranty, sales help, shipments tracking, software tests, specific preparations, standard exchange, system integration, technical deployment, technology watch, telemarketing, training centre, transfer of skills, trial products
Financial services
Automatic transfer, bill of exchange, cash on delivery, cash with order, cheque, credit card, draft, factoring, personalized terms of payment, term of payment