FUTURE TECHNOLOGY
Cybercriminals
Now there’s
nowhere to hide
Alasdair Kilgour, Vice President of MEA and APAC at Nuvias.
Conventional security strategies just aren’t working against
today’s cybercriminals. But what happens when you bring
the power of network visibility to the security fight?
With the world’s first Security Delivery Platform,
your existing security tools can see what kinds of
data are flowing inside the most complex network.
As a result, the threats are identified, isolated and
eliminated before they do their damage - giving you far
more value from your security investment.
It’s time to turn the tables on the attackers.
Join us, at wefightsmart.ae
Kocher adds that it is not just channel
partners who are expecting increased
support of professional services from
distributors, but vendors themselves.
“Vendors take up a lot of professional
services requirements from end users. But
All of the
acquisitions
have been
distributors.
But what is
interesting is
each of them
have been
specialists in
particular areas.
they do not have the delivery mechanism
or they do not have the adequate resources
to deliver those projects. So, they will come
back to us. They will subcontract back the
delivery requirements, where distributors
like us will be required to have the
resources. We are working on increasing
our services portfolio with our vendors.”
Kocher stresses that Arrow will not go
directly to end users and compete with the
vendor or its channel partners for these
professional services. It will only sell back
its professional services to the vendor and
channel partners when they subcontract
that part from their end users to Arrow.
To further build the base of skilled
resources in the Middle East, Arrow is
also an active certified training partner
for IBM Systems and Software, Dell EMC,
Forcepoint and RSA.
Layered solution approach
Nuvias is a value-added distribution group
operating across Europe, Middle East
and Africa. It includes the operations of
specialist distributors Wick Hill, Zycko
and Siphon. These specialised value-added
distributors have been previously acquired
by UK-based Rigby Private Equity and
centrally integrated with each other.
Each of these three distributors is
highly specialised across enterprise
security, advanced networking and unified
communication. The objective of acquiring
these specialised distributors and
integrating their operations was to build a
capability across certain practices.
Alasdair Kilgour, Vice President of MEA
and APAC at Nuvias, points out: “All of the
acquisitions have been distributors. But
what is interesting is each of them have been
specialists in particular areas. None of them
are broadline and that is not our intention.”
Kilgour also points out the intention of
acquiring these best-of-breed, value-added
distributors was not because of the ongoing
consolidation in the regional and global IT
channel industry. “I do not think it’s got
anything to do with consolidation. I think it
is the opposite of consolidation, in fact. It is
certainly integrating.”
Consolidation of businesses generally
implies the merger of failing businesses
and industries. In contrast, the objective of
creating the pan-EMEA Nuvias group has
been driven by bringing together best of
breed, highly specialised, highly successful
value distributors, rather than failing
companies. The vision of Nuvias is the
integration of best-in-breed organisations
into a single platform. Another driving
factor in the creation of Nuvias has been
the experience of Rigby Private Equity
in investing in broadline and volume
distribution companies.
“So, it has been through the broadline
way and the volume distribution piece,
and it clearly understands what that is
and therefore understands how to build
something that is differentiated from
that,” says Kilgour. Having an extremely
broad vendor portfolio is not necessarily
the roadmap that Nuvias wants to follow.
Neither does it want to stray into commodity
led products and cloud marketplaces.
27