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It has been reported that Ingram Micro has signed a deal with SonicWall to distribute their cybersecurity products all over India and in SAARC. The question remains to be answered as to what this tie up imply for the security solutions vendors, enterprises and distributors?
Most enterprises are already under some major cybersecurity solution provider's offerings. Those whose subscription is about to end, may be tapped by Ingram Micro to make a transition to SonicWall. How successful the Ingram Micro will be in this endeavour only the time will tell. Apart from this, there are many MSMEs that may be brought in the network of SonicWall by the efforts of Ingram Micro, to increase its security market share in SAARC region.
Ingram Micro has a large array of distributors whom it will employ for the purpose. The fact remains to be seen as to how many of these distributors will come onboard and will remain active for a long time. There have been some signals from the market that the cybersecurity distributors are not doing well.
Another impact may be that the other cybersecurity brands that have already captured the market will also accelerate their distribution system to retain their customers.
Besides, if a customer has used a particular brand for a long time, they may not be in a hurry to change their security arrangement, as their long time security partner understands their security concerns. It's like going to a medical doctor for a long time to get your illness treated. Enterprises may not be willing to chnaged their preferred band for securing their infrastructures.
On the other hand, the organisations that don't have any security solutions installed yet, may be willing to try this brand.
Overall, the prospects seem to be mixed of this tie up bringing good results for a long time.