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By: eChannelLine
IronKey, a secure flash drive vendor, has signed a distribution agreement with Synnex to expand its reach into the channel.
Synnex is the second distributor IronKey has signed with in the North American market — the first being D&H Distributing. According to Stewart Fox, vice president of sales at IronKey, the agreement with Synnex was made in large part to expand the reseller base while also getting access to Synnex’s value-added distribution services.
“We grew our channel in a fairly traditional way, which was when we were a younger and smaller company, we went out and signed a bunch of direct relationships with VARs in North America and across other parts of the world,” Fox said. “As we got some momentum and brand recognition in the market, we knew that in order to continue to grow our channel, we had to do it with a distribution strategy than a direct to VAR strategy.”
With the D&H agreement already in place, IronKey wanted to work with a distributor focused on the enterprise and that had a large presence in North America, he explained. Synnex was chosen because of its presence and its integratioin services.
“This is about expansion, not about fixing something that was broken,” Fox said.