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New Distribution Agreements Underscore White-Hot Cyber Security Demand in the A/NZ Channel

Cyber security has been a key theme across the Australian channel this year. Two new vendor signings by two distributors highlight the appetite to find new solutions in the space.

Written By: Matthew Sainsbury

Apr 30, 2024

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Wavelink and Arrow Electronics have inked new agreements with security vendors that underscore the heated market for cyber security across all levels of the Australian market.

Arrow Electronics will represent LastPass across A/NZ. LastPass is a password and identity management tool that helps organisations streamline employee access and protect digital assets.

“This partnership strengthens our cyber security portfolio and empowers you to offer best-in-class password protection to your clients,” Arrow Electronics noted on LinkedIn. Meanwhile, Jessica Couto, VP of Global Channel Sales at LastPass, highlighted that this was a solution that applied to both SME and enterprise. “LastPass distribution partners are increasingly recognising the importance of including SMB and enterprise password management in their security stack,” she said.

Elsewhere, Wavelink has formed a partnership with Orca Security, an “agentless-first cloud security platform” designed to improve cloud visibility, risk management, and compliance.

Orca Security solves a problem for organisations by helping them grapple with the complexity and dynamic nature of cloud environments, Orca Security CRO Raf Chiodo said in a release. “Orca Security is a dynamic platform that deploys in minutes, doesn’t rely on agents, and delivers insight via a single pane of glass to uncover cloud vulnerabilities, maintain compliance, and understand what attack paths represent the greatest business risk,” he said.

As Wavelink CEO Ilan Rubin added, “Integrating Orca Security’s comprehensive agentless platform into its portfolio provides Wavelink’s customers with unparalleled visibility and control over their cloud environments for enhanced security, and optimised cloud usage for better performance and cost-effectiveness.”

The channel is scrambling for cyber solutions

These new deals come after a bevy of significant moves in the Australian channel around cyber security. French distributor Exclusive Networks acquired NEXTGEN Group to access the domestic cyber security market. Meanwhile, Australian MSP Spirit announced a pivot to cyber security after significant declines in revenue in other parts of its business.

Australian cloud provider AUCloud also announced new MSSP solutions for security MSPs and made a series of acquisitions of its own with a focus on security services.

Much of this activity is being driven by a significant refocus on cyber security by the Australian government. Between the Essential Eight and the 2023-2030 vision for cyber security, the Australian government wants to reimagine Australia as a cyber security leader. This is an opportunity that the local IT industry and overseas cyber security vendors have made clear that they don’t want to miss out on. Gartner had already forecast that 2024 would be a year of cyber security, and the market is running hot in alignment with that forecast.

Matthew Sainsbury

Matthew is a Sydney-based multi-disciplinary journalist that has covered IT for 15 years. . In particular, he covers B2B IT and other channel topics in the APAC region. In addition to Channel Insider, Matthew’s work has been published on ARN, where he previously served as the editor, as well as CRN and AFR. On the side, Matthew is an award-winning arts and entertainment critic and author, and he also participates on the judging panel for the Australian IT Journalism Awards.

New Distribution Agreements Underscore White-Hot Cyber Security Demand in the A/NZ Channel

The channel is scrambling for cyber solutions

Matthew Sainsbury

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