Move to "monogamous" distribution to drive focus

Exclusive Group says that vendor Gigamon has consolidated its distributor portfolio with an EMEA deal with the distributor to get more focus on growth.

Gigamon has ambitious growth objectives and targets for EMEA in 2017/2018; by simplifying its channel strategy and forging a “more monogamous” channel relationship it hopes to benefit from a closer relationship is a fast-changing market.

The COO of Exclusive Networks Barrie Desmond says: “With unprecedented market change, a more monogamous vendor and distributor relationship has never been more relevant. We have known for many years that growth becomes faster and more efficient, and the focus is always greater within a shared mindset leading to more successful risk-taking from strategic, long-term investments.”

 “Gigamon has been steadily growing its influence in the EMEA market with a disruptive technology portfolio that gives unparalleled data-in-motion visibility into public, private and hybrid environments. Our businesses are a great fit and our combined efforts will accelerate them to the next level.”

“Exclusive is right in our space, with a great understanding of the needs of enterprise customers and a remarkable track-record of harnessing channel market dynamics to accelerate growth for disruptive technologies,” said Gerard Alison, Vice President of EMEA, Gigamon. “There are also compelling synergies with many other vendors in the global Exclusive Networks cybersecurity portfolio – many of which are Gigamon ecosystem partners – where our Security Delivery Platforms and Visibility Fabric™ can be applied to brilliant effect.”