Security reseller Blue Cube has signed £3m worth of business with mobile operator T-Mobile, providing fresh evidence that the channel can service the biggest of customers.
The reseller is providing a managed intrusion detection system from Internet Security Services, worth £2m over three years, and network monitoring products from NetIQ costing £1m.
Blue Cube is providing implementation, services and training as part of the deal.
"The margin is very good because it's much more than just product sales," said Gary Haycock-West, managing director at the reseller. "We always try to wrap services around products."
The deal displays the channel's ability to provide a high level of service to corporate customers, proving that it is not only the domain of direct vendor sales and support.
Haycock-West explained that the company's long relationship with T-Mobile began when the operator became unhappy with the service it received from one of its software vendors. The two companies have since worked together on a number of projects.
"It's all about deliverables. If you can deliver the products and services it doesn't matter how big you are," he said.
Bernie Dodwell, sales and marketing director at security distributor Allasso, agreed that resellers are more than able to support customers of this size.
"If big companies used the channel, they would be such important customers that the resellers would move heaven and earth to provide good services," he said.
"Resellers should not be afraid of taking on big customers because they can call on the resources of distributors and vendors to ensure a high level of service."
Dodwell was encouraged by managed services side of the deal, because while there are many opportunities for individual security services there is still a lack of complete managed security services. "Managed services are beginning to find their feet but there are still some major issues to overcome," he explained.
T-Mobile was unavailable for comment at time of going to press.
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