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Corero sets out Top Layer channel ambitions

Alex Scroxton

Ahead of this week's Infosec show, buy-and-build security outfit Corero, the new owner of IPS and DDOS solutions vendor Top Layer, has been setting out its ambitions in the channel after signing distie VADition for the UK market.

Corero swooped on Top Layer in a £9.4m deal at the start of February in the first an anticipated series of acquisitions.

Corero sales vice president Andre Stewart told MicroScope he hoped to back into other companies in the IPS space that were, for whatever reason, having "difficulty executing".

He confirmed Corero is in talks with at least two other vendors, and though he was unable to name names, said the next deal was likely to materialise towards the end of 2011. For now, said Stewart, the emphasis is more on the integration of the Top Layer business.

In channel terms, Corero has already been chasing resellers of other recently-acquired security vendors such as McAfee and TippingPoint, now owned respectively by Intel and, through its acquisition of 3Com, HP.

Said Stewart: "In the past month we've moved about eight McAfee and Tipping Point partners over to Top Layer worldwide. Niche security vendors aren't particularly interested in selling HP or Intel because the margins disappear.

"We're going for a two tier strategy, and we want to be able to give high margins to a few very focused and valuable partners," he continued.

"Top Layer had some direct sales and some sales to VARs, and it was frankly a bit of a mess. We're trying to clean that up.

"The history of Top Layer is that they had a lot of money invested, some great products and some great references, including BT and Vodafone among others, but they pulled back because they couldn't execute effectively. They had no marketing and we're just now starting to invest in it," Stewart explained.

Corero is hoping to bring on board between five and 18 dealers to address the UK market, and is open to the possibility of appointing a second distributor within the next 12 months.


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