Cohort brought in to makeover Corero security channel

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Cohort brought in to makeover Corero security channel

Alex Scroxton

A year and a day after it acquired network security outfit Top Layer in a reverse takeover, Corero Network Security has signed up Cohort in the UK to revitalise and prime the channel to sell its DDOS attack prevention and mitigation solutions.

Corero has serviced the channel through VADition since April 2011, but according to the firm's international president André Stewart it did not fit so well into the portfolio of VADition's acquirer, Exclusive Networks.

Stewart told MicroScope: "We are less well-matched based on where we both sit in our lifecycles" although he stressed the duo have not parted company.

High on Cohort's agenda will be increasing awareness of Corero's proposition, and a certain amount of fire-fighting, said the distributor's managing director Graham Smee.

"It sits really well within our strategy of selling best-of-breed technology, but it's a product that has not been sold in the right way. Both the product set and the channel need a lot of work," he said.

In recent months Corero has been hiring salespeople to bulk up its European operation, and making a series of tweaks to its product lines to better address the changing DDOS threat environment. Stewart said he was optimistic that given the current spate of DDOS attacks on both corporate and public sector agencies, the firm would find a ready audience.

"Since the beginning of the year it has just gone crazy. You can talk about lead generation, but frankly there are a people beating a path to our website. I don't know how long it will last but it's a fortunate position for us," he explained. "We are looking for credible partners that really understand DDOS attacks."

Responding to questions over its recent performance - back in September 2011 Corero Network Security saw a pre-tax loss while its legacy education business booked strong growth on the back of the government's academy strategy - Stewart said the security business had set itself aggressive targets and was set for dramatic growth this year.

Corero is set to report full-year numbers before the end of March.


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