FUTURE TECHNOLOGY
WHAT IS ‘GOOD ENOUGH’
SECURITY REALLY
COSTING YOU?
Vendors take up a lot of
professional services
requirements from
end users, but they do
not have the delivery
mechanism or they do
not have the adequate
resources to deliver
those projects.
Nuvias is following a solution-led distribution strategy,
where it is stacking vendors in a complementary fashion, with
their net outcome being a solution that its channel partners can
offer to end users. It is following this vendors-in-layers-of-onion
solution approach for cybersecurity in the region, advanced
networking and unified communication. Since there are many
established, broadline and volume distributors in the industry,
which are focusing on products, the approach was to create a
differentiated entity that generates value for both vendors and
channel partners.
“You need to have a stack of vendors that work together as a
solution and that is really what we are focusing on. In doing so,
the vendors we work with are predominantly complementary,
and they do fill a bit of the picture,” explains Kilgour. Nuvias
integrates the complementary vendor products into a solution,
which empowers reseller and system integration partners to take
solutions to end users rather than point products.
With end users increasingly demanding successful business
outcomes rather than a stack of products, new entrant
distributors like Nuvias need to build vendor partnerships that
work together as solutions. “Everybody recognises the shift in
terms of how end users are making purchasing decisions. People
want to buy outcomes,” he adds.
With the value-added, solution-layer approach followed by
Nuvias in the market, its vendor partners benefit in at least two
ways. By integrating together best-of-breed, specialised and
successful distributors like Wick Hill, Zycko and Siphon, Nuvias
is centralising skilled resources and making them available for a
deeper stack of complementary vendors.
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Truth is, good enough security is just not good
enough. You simply can’t focus on just prevention or
detection and call it a day. When — not if — a breach
happens, who do you want on your side? The experts
who are on the front lines of comprehensive detection,
analysis and response or the other guys?
FireEye. Know the truth.
Vimal Kocher, Managing Director Middle East, Arrow Electronics,
Enterprise Computing Solutions.
“This was the point of the exercise; we brought together
the best in the business. Now we have the ability to go in and
geographically expand that technical competence.” Much of the
resources do not have to wbe locally replicated into each region
and can remain centralised.
The second benefit for vendor partners is with Nuvias
differentiating itself in the market as a solution-led, value-
added distributor, which is a key end-user expectation. It is, in
fact, creating more relevant demand for its vendor partners.
Furthermore, creation of this demand for vendor partners is
being rolled out uniformly across the pan-EMEA region.
“We are not just taking a product that we think is really cool
to one of our vendor partners and saying go ahead and take that
to your customers and see what happens. We are trying to make
it a bit more thought-through and a bit more joined up,” is how
Kilgour describes Nuvias’ go-to-market strategy. ¢
Issue 07
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