Exclusive Networks sharpens up reseller support service plans

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Exclusive Networks sharpens up reseller support service plans

Alex Scroxton

Emerging tech distie Exclusive Networks has unveiled a new services wrap, named Passport, to help equip its partners with cross-vendor support around level one and two maintenance as well as pre-sales, training and other custom services.

Spanning seven vendors at launch – Aerohive, Arbor Networks, Fortinet, Infoblox, Palo Alto, LogRhythm and MobileIron – the scheme will be available across Europe and will replace offerings that were previously available on a country-by-country basis.

Exclusive said that by standardising its offering to offer uniform quality and consistent service definitions across the 20 countries it operates in, it would be able to drive more value through resellers and extend its “proxy-vendor” proposition to the fullest extent, according to marketing and global accounts director Barrie Desmond.

“Resellers know there’s a great opportunity with services, but can overstretch themselves when trying to up-skill, or alternatively end up cutting margins too slim when repackaging the vendor’s own support SLA for L1/L2,” he explained.

“Passport is different in that it gives the ultimate service experience across vendors, and the technical skills and facilities on-hand are accredited to the highest levels.  Resellers get maximum reward for minimum investment.”

CEO Olivier Breittmayer looked forward to significant bottom line growth as a result of the new scheme, saying that its CARM initiative in particular was crying out for a “highly skilled services approach across territories and time zones, with multi-vendor rapid response capabilities built in”.

CARM, which stands for cyber-attack remediation and mitigation, combines a number of vendor capabilities to help the channel effectively address post-breach scenarios at customer sites.

Separately, Exclusive Networks has also inducted US firm Lieberman Software into its CARM initiative, becoming the first European distribution partner for the identity management specialist.

Lieberman’s Enterprise Random Password Manager product addresses security concerns around ‘privileged’ or ‘super user’ accounts, credentials to which are increasingly sought out by attackers because they frequently go unsecured and mismanaged.

Exclusive Networks joint country manager Graham Jones said the tie-up would help IT services managers rest a little easier that they might end up being the target of the next headline breach.


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