Ingram Micro has shifted its cybersecurity push into overdrive, acquiring Cloud Harmonics to "accelerate the security sales cycle and establish the company’s solution provider partners as trusted advisors in the security market," the companies said today. Financial details were not disclosed.
The deal's potential upside is substantial. Of the 10,000 Ingram Micro channel partners that sell security solutions, only about five percent are fully addressing cybersecurity opportunities and associated customer needs, Ingram VP Eric Kohl told ChannelE2E and MSSP Alert in May 2017.
Cloud Harmonics may help Ingram to address that upside opportunity. Indeed, the acquired company trains more than 5,000 engineers annually while promoting technical enablement services in the cybersecurity market. Plus, Cloud Harmonics has relationships with Aruba Networks, Arista Networks, HP Enterprise, Palo Alto Networks, Nutanix and others.
Ingram is placing a particularly bright spotlight on the Cloud Harmonics-Palo Alto relationship -- so stay tuned for potential engagement news in the months ahead on that one.
Ingram: Time for Trusted Security Advisors
Referring to the Cloud Harmonics acquisition, Ingram Micro's Paul Bay, executive VP and group president of the Americas, offered this prepared statement.
“This acquisition complements our strategic business objective to provide our customers with new opportunities to expand their businesses in high-growth, high-margin markets, such as cybersecurity. The addition of Cloud Harmonics adds to our services capabilities, enabling us to provide our partners with hands-on experience and access to the technology, services and enablement needed to establish themselves as trusted security advisors. We are excited to welcome Cloud Harmonics to the Ingram Micro family.”
Cloud Harmonics will operate as a new business unit of Ingram Micro’s Advanced Solutions Division under the direction of Ingram Micro Senior VP Tim Ament. Cloud Harmonics CEO Pradeep Aswani shifts to general manager of the business.
Admittedly, Ingram isn't alone in the cyber market. Most of the major distributors are doubling down on security for 2018 -- with most of the moves emphasizing recurring revenue opportunities for MSPs and VARs that skill-up their cyber defenses and associated sales capabilities.