Tech Data Canada continues to broaden the scope of its Xalyx division. Originally created to take advantage of the growing storage market place, Xalyx now has three main areas of focus: security, telephony and storage.
With security, Tech Data has added RSA Security Inc. to its mix of anti-virus
and security products.
Ray Gonsalves, director of product marketing for the Mississauga, Ont.-based Tech Data Canada, said RSA Security will be a complimentary vendor to its current offering.
“”It’s an additional level of security for all major security manufacturers like Cisco Systems or Nortel Networks. This is an opportunity for us and a huge security opportunity for our VAR base. If you are selling Symantec or NAI, the RSA solution is an overlay for those solutions,”” Gonsalves said.
As an overlay solution, Gonsalves said, the RSA opportunity will enable resellers to enjoy double digit incremental gross profit in the range of 15 to 20 per cent.
Tech Data will be RSA Security’s first broadline distribution partner. The company only had specialized security distributors before.
“”They have been dealing with niche type distributors and as the security market moved down to from the enterprise to small-to-medium sized businesses they needed to touch more resellers and broaden there base,”” Gonsalves said.
He added that RSA Security was also interested in growing its marketshare. From Gonsalves’ own estimates IT budgets and expenditures are loosening up and CIOs are beginning to invest in security.
The Xalyx business unit comprises of sales specialists, who work with resellers to highlight products and solutions, maximize opportunities and drive technology adoption within those three vertical markets. The addition of RSA Security’s identity and access management solutions is intended to broaden Xalyx’s security product line, he said.
RSA Security’s identity and access management solutions provide a secure connection for public telecommunications infrastructure and are designed to allow a company to create, prove and manage digital identities. By providing encryption technology for both the remote user and the network, RSA Security’s products allow remote offices or individual remote users the ability to access the home network securely.
“”They cross all segments of organizations with remote access users. That is the target. Anyone with users dialing in through a secure access VPN. It is authentication at a higher level than a firewall,”” Gonsalves said.
