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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 Group puts Cloud First

Infrastructure VAD Exclusive Group is helping partners evolve from a solely hardware-based solutions approach to take advantage of on-premise, private and public cloud opportunities, with the appointment of Patrick van Arendonk to steer the evolution of its Cloud First strategy. The role combines an educational remit, to promote the adoption of cloud principles among reseller partners, with a wide-ranging business transformation mandate that includes engaging existing and new vendors and creating the infrastructure and processes for future cloud-based services.

"It's time for some 'blue-sky' thinking now that the cloud consumption model is beginning to become more relevant", said Barrie Desmond, COO of Exclusive Group. "The Cloud First initiative is our way of helping us, our vendors and most importantly, our reseller partners understand their relevance in this journey – as much symbolic as it is strategic – to get them to put cloud at the forefront of their proposals and strategic mindset. Cloud First means always thinking cloud – something we've done ever since the launch of BigTec four years ago. And to underline the significance we have appointed Patrick as our ‘envoy’ to spread the message and activate new, practical programmes across all divisions of Exclusive Group."

Patrick van Arendonk is a highly successful channel entrepreneur with nearly 30 years' experience who joins Exclusive Group from Exclusive Networks Netherlands, where he held positions including General Manager and Director of Business Development. Prior to this he was Founder of VADition Benelux (acquired by Exclusive Group in 2011) and has also worked in senior sales roles at Juniper, F5 and Cisco, among others. "The traditional on-premise, hardware-based markets for cybersecurity and infrastructure are still growing, but the private, public and hybrid cloud alternatives are growing 10 times faster. The opportunities for partners are huge but only if they take some steps to evolve", said Patrick van Arendonk, Director of Cloud First at Exclusive Group. "We will support them and stay at the forefront of cloud-driven change. I am looking forward to taking Cloud First to the next level, expanding our global vision to accommodate new kinds of vendors, services and cloud solutions."

Exclusive Group adds PASSport to Global Services Offering

Network and security VAD Exclusive Group has launched its Passport Global Services division. The launch is the culmination of a worldwide project to define and integrate a comprehensive set of high value professional pre and post technical services that enable channel partners in every territory to deliver greater market relevance, differentiation and annuity-generating opportunities.

David Ellis is Exclusive Group's Director of Global Services and the driving force behind the Passport Global Services launch: "we now have a universal proposition available to partners across our APAC and EMEA footprint with truly global capability into more than 100 countries. At the core of this is a new enhanced premium support service that delivers in-country local language first touch support eight hours a day – backed by a global 'lights out' 24/7 support capability; a truly differentiated proposition. Following significant investments in the digitalisation of our support infrastructure, we are now able to offer a unified customer support experience that delivers consistency of delivery and service level targets."

The service sets available from PASSport Global Services include:

  • PASSport Consulting
  • Pre-sales Engineering
  • Professional Services
  • PASSport Logistics Services
  • PASSport Support Services
  • PASSport Training Services

As part of the launch, Passport Global Services is also introducing MARS (Monitoring, Alerting & Reporting Services) to complement the managed services propositions of VARs and MSP/MSSP partners. "MARS is our response to our partners' desire to climb the value chain in services, complementing their higher value consultancy and incident response services with basic, entry-level support options. It also reflects the deepening cyber security skills shortage", added Ellis. "It helps partners tap into the customer need to outsource visibility and control of certain technology solutions, driving new revenue streams and becoming more strategically valuable in the process. MARS is initially for next-generation firewall (NGFW) and Wi-Fi deployments only, but we plan to add to this in future."

According to Barrie Desmond, COO of Exclusive Group, the benefits of Passport Global Services extend to vendor and reseller partners alike: "vendors benefit from added scale and additional premium service offerings thereby being able to focus more on core R&D and innovation, not on creating increasingly bigger support organisations. This is also a strong proposition for our global system integrator partners as well as our core community of VARs and MSPs, meeting their scale requirements, complementing their skills and increasing their relevance to new and existing customers in tandem to opening incremental revenue streams."

Exclusive Group transforms leadership team
Network and security value distribution group Exclusive Group has restructured the business to exploit continued global growth and opportunities with two key promotional appointments. Julien Antoine, currently Group Director of Global Operations is taking the new position of VP of EMEA while Will Smith, currently Group IT Director increases his scope to become Group CIO. Julien Antoine's new remit as VP of EMEA recognises the need for increased scale and support to the Group's largest operating region, enabling the structure to flex and adapt to the challenges of a fast changing billion euro business unit. The promotion of Will Smith as CIO, recognises the importance of the Group’s digital transformation and the significance of IT and data intelligence in this journey. These enhancements to Exclusive Group’s leadership team complement the recent high-profile appointments of Stéphane Duplaix as Director of Strategic Global Alliances, and David Ellis as Group Director of Global Services. The senior leadership team now benefits from a wealth of successful entrepreneurialism, diversity and know how in building a highly agile global business structure, designed to deliver local value. "Our long-term success has always been centred on the ability to anticipate and adapt to disruption without diluting any of our value, and these important new positions will safeguard these unique strengths as we scale to new levels", said Barrie Desmond, COO of Exclusive Group. "Julien and Will bring huge energy and talent to the team and are fully committed to our VAST mission. These moves also recognise that we need to transform ourselves as well as transforming technology consumption and distribution if we are to maintain our disruptive position." "We are the only major VAD to be headquartered in Europe, and EMEA will always remain an important part of our growing global operations", said Julien Antoine. "Our value-adding principles are absolutely central to our continuing market relevance and our future growth throughout the region. There are exciting opportunities ahead as we continue to expand our services capabilities as well as market presence for Exclusive Networks and BigTec." "The Group IT function has doubled in recent years, making us well-positioned at the forefront of digital disruption to ensure we are creating value internally, and for customers, partners and vendors", said Will Smith. "Customer requirements are constantly evolving and we must continually address these while remaining efficient and easy to work with. I firmly believe that if you are not disrupting then you risk being disrupted."


Exclusive Networks France

Exclusive Networks France
20, quai du Point-du-Jour
Arcs de Seine - Bât. A - CS40099
F-92659 Boulogne-Billancourt cedex
Phone : +33 (0)1 41 31 53 04
Fax : +33 (0)1 41 31 47 86
Website :
E-mail :

Other offices
F-69149 Champagne-au-Mont-d'Or
Phone : +33 (0)4 72 72 01 46
F-34000 Montpellier
Phone : +33 (0)4 67 20 46 73
F-44000 Nantes
Phone : +33 (0)2 72 24 26 80
F-59000 Lille
Phone : +33 (0)3 62 59 36 70


CEO : Mr Olivier Breittmayer (*** ****** ********* ** ***** **** )
General manager : Mr Michel Cohen (*** ****** ********* ** *****)
CFO : Mr Thierry Gaillardon (*** ****** ********* ** ***** ****)
Sales director : Mr Franck Burtin (*** ****** ********* ** ***** )
Marketing director : Mr Stéphane Iaïch (*** ****** ********* ** *****)
CTO : Mr Jean-Marc Muselli (*** ****** ********* ** ***** **)
Communication director or manager : Mrs Virginie Mouton (*** ****** ********* ** ***** )


Creation year : 1995
Siret : 401 196 464 00044
VAT number : FR 18 401 196 464
Annual turnover
2016 : 1 270,00 M€
2015 : 840,00 M€
2014 : 627,00 M€
2013 : 373,00 M€
2012 : 287,00 M€
Active resellers : 750
Indirect turnover : 100%
National/regional/export split : 15/0/85
VAD : Networks, security, storage
Main brands : Aerohive Networks, Fortinet, Infoblox, Palo Alto Networks, Proofpoint
Clients : Corporate resellers, dealers, IT consulting and service providers, service providers, specialized resellers, systems integrators, telecom operators, VAR
Employees : 90 people


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, FireEye, Gigamon, Imperva, Infoblox, Symantec (Blue Coat Systems), Tenable Network Security, Tufin Technologies
Aerohive Networks, Fortinet, Symantec (Blue Coat Systems)
Aerohive Networks, Symantec (Blue Coat Systems)
Wireless access points
Aerohive Networks
Wireless network adapters
Aerohive Networks

SentinelOne, Symantec (Blue Coat Systems)
SentinelOne, Symantec (Blue Coat Systems)
Fortinet, SentinelOne, Symantec (Blue Coat Systems)
Aerohive Networks, Exabeam, HID (Identity Assurance), Infoblox
HID (Identity Assurance)
Content filtering
Fortinet, Symantec (Blue Coat Systems)
Aerohive Networks, Certes Networks, Fortinet, HID (Identity Assurance), Symantec (Blue Coat Systems)
Aerohive Networks, Balabit, Fortinet, Imperva, Palo Alto Networks, SentinelOne, Symantec (Blue Coat Systems)
Intrusion protection
SentinelOne, Symantec (Blue Coat Systems)
Log analysis
Balabit, LogRhythm, Symantec (Blue Coat Systems), Tenable Network Security
Physical access control
HID (Identity Assurance)
Secure mail
Fortinet, Proofpoint
Security appliances (UTM)
Balabit, FireEye, Fortinet, Infoblox, Proofpoint, Symantec (Blue Coat Systems)
Traffic management
Aerohive Networks, Symantec (Blue Coat Systems)
Traffic monitoring
Aerohive Networks, FireEye, Fortinet, Symantec (Blue Coat Systems)
Virtual Private Networks
Aerohive Networks, Certes Networks, Symantec (Blue Coat Systems)
Vulnerability management
Tenable Network Security

Added value
Symantec (Blue Coat Systems)
ASP and xAAS
Aerohive Networks, Symantec (Blue Coat Systems)
Financing solutions
Exclusive Capital
Offsite and online backup
Security as a Service
Fortinet, Proofpoint, Symantec (Blue Coat Systems), Symantec (Elastica)
Aerohive Networks, Balabit, Certes Networks, Fortinet, HID (Identity Assurance), Imperva, Infoblox, Palo Alto Networks, Proofpoint, Symantec (Blue Coat Systems), Tenable Network Security, Tufin Technologies, Vidyo
Warranty extensions
Symantec (Blue Coat Systems)

Management software
Tanium Networks

HID (Identity Assurance)

Telecommunications (IP)


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
Minimum delivery time
National : 4 hour(s)
International : NC