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BeyondTrust and Westcon-Comstor expand global distribution agreement

Security vendor BeyondTrust has consolidated its channel strategy and is joining Westcon Security's exclusive Accelerate program. With the agreement, BeyondTrust is expanding its distribution footprint globally (in the EMEA region, through Westcon Security offices in Austria, Belgium, France, Germany, Italy, the Netherlands, Norway, Portugal, South Africa, Spain, Sweden, Switzerland, the United Arab Emirates and the United Kingdom). The move underscores escalating demand for security solutions that guard against insider threats and data breaches for businesses of all sizes. End-user demand for better security visibility, control and protection have reached new heights, in part because the number of data breaches so far in 2016 has increased nearly 20% compared to last year, according to the Identity Theft Resource Center. BeyondTrust joins the Westcon Security Accelerate program in order to develop a global channel program capable of recruiting and enabling new solution provider partners around the world. This expanded partnership will provide significant scale and reach into new, untapped markets for BeyondTrust. With up to 80% of security breaches involving privileged credentials, controlling and monitoring privileged access is critical in the fight against insider threats and data breaches. BeyondTrust’s partnership with Westcon Security advances the BeyondTrust commitment to preventing privilege misuse and stopping unauthorized access. Westcon Security has the expertise to help BeyondTrust bring privileged access management to a broader market, quickly and effectively. Through the partnership, BeyondTrust's network of channel partners, systems integrators and solution providers also gain access to the support and go-to-market strategies available through Westcon Security.

"With Westcon Security working with more than 17,000 trading partners in the security industry worldwide, our partnership will provide acceleration for BeyondTrust in a scale that we may not have been able to achieve on our own", said Maurice Heiblum, COO BeyondTrust. "We are thrilled to make our best-in-class privileged access management offering through this premier global IT and security distributor, giving our channel partners, systems integrators and solution providers access to a first-class model available only through Westcon Security."

Westcon Security continually evaluates the technology landscape for innovative products and services that hold long-term opportunity for its customers' success. The value-added distributor's Accelerate program specifically targets vendors that may not have previously used or considered distribution as a route to market. Taking a programmatic approach, Westcon Security makes it easy for vendors to ramp in each country or region, providing a repeatable, efficient, cost-effective, scalable process to expand geographically. Meanwhile, vendors can leverage Westcon Security's highly specialized solutions groups and services to more accurately target the IT service providers and the markets they wish to reach. The Accelerate program also strengthens Westcon Security's overall ecosystem, enhancing its ability to offer multi-vendor solutions that solve more complex business problems.

"Our Accelerate program provides the most innovative, industry-leading products and services that channel partners, systems integrators and solution providers trust to secure organizations from security threats of all kinds", said Patty Gray, vice president of Global Partner Management at Westcon Security. "BeyondTrust's privileged access management tools enable our solution provider customers to better, more effectively deploy cybersecurity strategies that help better protect today’s enterprises from threats involving privileged credentials."

Ingram Micro launches cybersecurity BU in META region

Middle East: broadliner Ingram Micro has appointment Marc Kassis as Cyber Security Director. Kassis is the former CEO Middle East of ATOS, one of the largest European services providers. With this appointment Ingram Micro has launched its Cyber Security business practice in META region which now consists of more than 40 highly qualified professionals in the Cyber Security field. Kassis's role will include driving the Cyber Security strategy and its execution in close collaboration with Ingram Micro's country-level' go-to-market teams. The business unit will ensure the introduction of a complementary range of Cyber Security vendors, Security trainings, consultancy services and ultimately Security managed services. The business unit will also be responsible for channel partner development and enablement as well as rolling out strategic marketing programs. Ingram Micro has been a leading distributor in META region of Security vendors like Cisco, HPE, IBM, Kaspersky, McAfee, Symantec and others for years through its value-added distribution entities in the region, Aptec (Egypt, Lebanon, Morocco, Oman, Saudi Arabia and the United Arab Emirates) and Armada (Turkey). Since the beginning of the year, Ingram Micro has added new Cyber Security vendors like A10, Nexthink, Nuix and PhishMe. Few other contracts are there in the pipeline to be announced till end of 2016 and during first few months of the new year 2017.

"Our target is to enhance the value proposition to the market through our business partners with dedicated range of services and more relevant blue chip vendors", said Ali Baghdadi, senior vice president and chief executive of Ingram Micro's META region. "Today, we are launching the Cyber Security business unit which will act also as a practice and a reference for our partners. We welcome Marc to Ingram Micro and look forward to the contributions he and his team will make to our business."

"I am very proud to take this challenge and create this value to all vendors and partners trusting already Ingram Micro. It goes beyond the simple common sense of gathering under a single business unit all Cyber Security vendors. We are going to deliver value added services and become much more relevant to our vendors and market in this domain.", said Kassis. Kassis has deep experience in IT and the telecommunication industry, having developed business and delivered complex projects around the region. Marc Kassis is coming from a vendor background with 20 years in Alcatel-Lucent and most recently with Dassault Systemes. Kassis is a French national and holds an M. Sc. (Eng) of Supelec.

Avnet appoints Graham McBeth as President of Premier Farnell

American multispecialist Avnet has promoted Graham McBeth to the role of president of Premier Farnell. McBeth will report directly to Gerry Fay, president, global business units, Avnet. In his new role, McBeth will be responsible for the strategic direction, day-to-day operations and performance of Premier Farnell. McBeth, who most recently served as President of Avnet Abacus, the Avnet business specializing in interconnect, passive and electromechanical (IP&E) products throughout Europe, replaces Premier Farnell's interim President Steven Webb. Webb, a 16-year veteran of Premier Farnell, has played an integral role during the last several months in overseeing Premier Farnell's integration into the Avnet organization. He will remain with the company until January 31, 2017, to assist in the leadership transition. "Graham is an accomplished leader who knows how to win in the market. With his strong commitment to team building, Graham grew the Avnet Abacus division into one of the most well-respected IP&E businesses in Europe", said Fay. "His deep understanding of Avnet’s global business will enable Graham to serve as a great bridge for the Premier Farnell team, its customers and suppliers."

"Since Avnet first announced its intent to acquire Premier Farnell, I recognized what a tremendous opportunity this would be to advance Avnet’s strategy of providing customers with a differentiated digital experience throughout the entire product lifecycle", said McBeth. "This is the start of an exciting new chapter for both Avnet and Premier Farnell and I am thrilled to have the chance to help drive further success for our organization and our design and supply chain partners." A native of Scotland, McBeth is a results-oriented leader with extensive industry experience. He graduated from Glasgow University in 1984 and spent 11 years at National Semiconductor in a variety of roles, from product marketing to distribution and sales management. McBeth joined Abacus Group Plc in 1995, was appointed to the main board as technical director in 1997, and later became group managing director of Abacus with responsibility for the company's sales and marketing strategy. In 2009, following the acquisition of Abacus Group by Avnet, McBeth became president of Avnet Abacus and led the IP&E specialist to a top position in the European market.

Digi offers EMEA to Atlantik Elektronik

Previously working in the DACH and Scandinavia regions, Digi has decided to grant pan-EMEA distribution rights to industrial computing specialist Atlantik Elektronik.

Accessory Line signs Sandisk

Italian consumer electronics specialist Accessory Line has been appointed official distributor by Sandisk for the whole EMEA region as well as India. The distributor, which is expanding its coverage of Europe through the opening of local sales offices beyond its existing one in the United Kingdom, will push Sandisk offer to APR (Apple Premium Resellers) and AAR (Apple Authorized Resellers) in the region (source: Top Trade Informatica Italia).


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