Cybersecurity Services for Climb Channel Solutions

Climb has been in business since 1982 under one name or another and occupies a deliberately narrow position: a specialty distributor for emerging and growth-stage vendors, particularly in security and data management. The broadline distributors want volume, so a vendor with a strong product and no installed base struggles to get their attention. Climb is where those vendors go.

That creates a problem the vendor usually has not thought about. A young security vendor arriving in the channel has engineering and a sales team, and almost never a professional services organisation. Its first channel deals then stall in the same place: the reseller can sell it but cannot deploy it, the vendor cannot staff the deployment, and a product that would have won on merit loses to an incumbent that ships with a delivery ecosystem.

CWS is the delivery capability those vendors do not have yet. Deployment, integration and managed operations for emerging security products, available to Climb's resellers so a new vendor arrives in the channel with a services story rather than an implementation gap. It makes Climb's core proposition, that it can actually take a vendor to market, materially more true.