Cyberoam Sends U.S. VARs Through DistributionBy Jessica Davis | Posted 2008-01-29 Email Print
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The unified threat management vendor signs a deal with Synnex that replaces the hole left in Synnex's linecard when Fortinet dropped the distributor.
Less than a year after inaugurating its North American channel partner program, Cyberoam is moving all its new partners to distribution.
The Ahmedabad, India-based vendor, with
Change has been in the air for months. In August Cyberoam's new director of
The deal between Cyberoam and Synnex comes a few months after UTM giant Fortinet streamlined its distribution relationships, severing ties with Synnex and seven other distributors. It retained its relationships with Ingram Micro and Tech Data.
That left Synnex looking for a new UTM vendor at the same time that Cyberoam sought a North American distribution relationship.
"Our specialty is not logistics and distribution," said Joshua Block, vice president of North American operations at Cyberoam. "That is Synnex's specialty."
The new Synnex relationship does not cover Cyberoam's managed services partners. Only the reseller partners will go through distribution, Block said.
The deal also gives Cyberoam access to Synnex's more than 15,000 VARs in the United States, a hike from the 60 existing Cyberoam VARs. Farokh Lam, marketing and distribution manager at Cyberoam, said that number of partners has more than doubled from last year, when the company launched its program in the United States.
"As a vendor, Cyberoam has a limited amount of ability to be creative with our financing," Block said. "Partners may get much better financing terms with Synnex. Synnex is also able to provide partners with better logistics options."
Cyberoam also has a handful of partners in