Fusion out to exploit uncertainty over rival’s fate

Fusion Distribution is looking to capitalise on any confusion that may have surfaced in the Kaspersky channel following news that rival ComGuard is looking for a new owner. Kaspersky is one of the major brands that ComGuard carries in its portfolio and the company has been working with the vendor since it launched in the region two years ago.

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By  Andrew Seymour Published  February 7, 2007

Fusion Distribution is looking to capitalise on any confusion that may have surfaced in the Kaspersky channel following news that rival ComGuard is looking for a new owner. Kaspersky is one of the major brands that ComGuard carries in its portfolio and the company has been working with the vendor since it launched in the region two years ago. Fusion only recently teamed up with Russian antivirus software outfit Kaspersky in the Middle East, but has moved quickly to put in place a dedicated product manager to drive the business. Branka Bamber, who is handling the development of the Kaspersky line, claims Fusion is willing to assist any resellers unsettled by the uncertainty over ComGuard’s future ownership. “Fusion will help and support any channels of Kaspersky, and we intend to service new and existing clients for the vendor during this uncertain period,” she said. “The message from our side is clear: buy Kaspersky from Fusion and you will be treated to all of the high standard, value added services that we offer. This includes pre and post sales, lead generation and focused product management.” The addition of Kaspersky to its portfolio presents a strong fit with the other security vendors that Fusion carries and beefs up its offering in areas such as antivirus and antispyware. The distributor is now planning to strengthen its relationship with customers by running a reseller event alongside Kaspersky at its Dubai HQ on February 20th. Lee Reynolds, group marketing director at Fusion, said: “Fusion Distribution has a clear message behind our reseller strategy in the Middle East. We take our reseller network very seriously and aim to provide value add to all of them — no more, no less.” Meanwhile, the security channel is waiting to discover the identity of ComGuard’s prospective owner. The company looks certain to find a buyer, with market speculation suggesting that it could be purchased by a significant broadline distributor with aspirations to enhance its security business.

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