Vendor onboarding at a specialist security distributor in APAC
In an interview with CRN Asia, Exclusive Networks' head of Asia Pacific describes how the
security distributor works across its ten markets in the region, including Southeast Asia and India: a team
dedicated to each vendor and measured on a revenue target agreed with that vendor, central labs for demos and
proofs of concept, and paid training for partners and customers. He also expects room for new, narrowly
focused vendors as the large ones consolidate. A Series A or B security company should arrive with a revenue
target and a proof-of-concept plan the distributor can commit to.
APAC distributors and resellers moving into services in 2026
CRN Asia's review of the year ahead names three shifts in the region's channel: partner
programmes merging after large acquisitions, new and rebuilt vendor partner programmes, and distributors and
resellers moving beyond resale into consulting and services. The third shift changes what a new vendor needs
to offer. A partner building an advisory practice looks for products it can wrap its own services around,
with margin left for that work, so pricing and enablement have to allow for both.
The call covers your product, the markets worth prioritising and whether suitable resellers
exist for it. If the pilot is not the right fit, you will hear that on the call.