Ideal Hardware's focus on security is gaining momentum after the company was named best performing distributor for 2003 by security software and appliance maker Symantec.
Mark Johnson, general manager for software at Ideal, said a number of factors had helped the distributor acheive the success since signing a distribution agreement with Symantec just last August.
He cited the company's broadline infrastructure, combined with value-add services and product focus, as having enabled Ideal to generate business quickly.
The firm's software licensing tool, Licensing Desk on the Internet (LDI), was said to have been a "huge instigator of business".
Symantec recently changed its licensing scheme and the LDI tool recognises both the old and new programmes, added Johnson.
"It gives resellers real information on the best licensing and deals for end user customers ... this is real value-add," he said.
Johnson said Ideal will continue to focus on Symantec and expand its portfolio with the addition of the vendor's security appliances as well as more complex systems.
The firm will add value to these products by introducing specialist salespeople and consultants to provide support. This was vital, explained Johnson, because "appliances are not the simplest things for people to get their heads around".
Phil Robins, director of channels and partnerships UK at Symantec, said that, although the vendor had been working with Ideal for less than a year, it had made "rapid progress".
"The awards are very carefully thought through and for a new distributor to receive this award is a good achievement," he added.
Symantec also works with broadliners such as Ingram Micro and C2000.
Ideal has increased the vendor's breadth in the small and medium-sized enterprise space, and targeted investments have set it apart from more established competition, said Robins.
"Ideal has looked at the security industry as a whole and invested in the right areas," he said.
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