Herjavec, Zones and other top Canadian product providers boost sales with advisory services

Getting products into customers’ hands is one thing, but channel partners are finding that wrapping services around those products pay off in the long run.

In 2018, security solution provider Herjavec Group snatches the cybersecurity crown. The company saw an increasing demand for privileged access management services, cloud security services, as well as its new identity management services.

“Managed security services is a big growth engine of the company,” said Ira Goldstein, Herjavec Group’s senior vice-president of field operations. “We see people going to managed services because of the talent shortage in cyber security, also because of the compliance requirements where they need a second set of eyes on their security environment. People just want deep security experts to provide them with that day-to-day monitoring.”

An increasing number of software vendors are turning to Herjavec Group’s for advisory services related to GDPR compliance and privacy assessments. The healthcare sector specifically was heavily underscored, both in operational security and privacy related to the sensitive data.

In the rapidly morphing cyber security sector, Herjavec Group’s outlook for 2019 is vigilance and expansion.

“We’re seeing a lot more targeted attacks, like really focused social engineering campaigns. Business email compromises are a huge risk for a lot of people,” explained Goldstein. “Business email compromises often result in actual money leaving the door. Those campaigns are usually really sophisticated, targeted attacks using social vectors and they seem to be on the rise.”

Throughout the new year, Herjavec Group will continue global expansion and examine its solutions from a global perspective. It already has a base of operations in the UK, and will be looking to dig further into the European market. It’s always looking for new talents and acquisitions, though they’ll be centered around the US market due to an established presence.

Digital transformation driving need for new tech

For Zones, a leading IT solutions provider that saw a 500 per cent growth in the retail sector, attributes its success to configuration and deployment services, as well as project management and consulting. Despite accounting for just 15 per cent of its total revenue, it still emerged as the winner of the Top 100 mobile product category.

“We’re seeing clients increase their focus on digital transformation, which drives their need for hardware, software, and services,” wrote a Zones spokesperson. “Our ability to provide complete solutions based on our clients’ requirements has resulted in triple-digit year-over-year growth.”

Zones’ major partners in 2018 included Apple, Dell, HP, IBM, Lenovo, and NetApp, and dealt in enterprise networking, storage, and processing solutions as well as office machine deployments.

In the same vein, Scalar Decisions, a CDW company dealing with enterprise infrastructure solutions, generated nearly $184 million in revenue through delivering servers, storage, and networking equipment. Overall, they account for 54 per cent of its $340 million total revenue.

Scalar is no stranger to CDN’s Top 100 list. It won the Top 100 Best Solution Providers award in 2018 and ranked number 8 on the overall Top 100 list with $350 million in revenue. In 2019, Scalar saw a promising start by locking in a $621 million government defense contract along with General Dynamics. When it was acquired by CDW in January, Scalar was serving 900 customers and was working with over 150 partners.


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Jim Love, Chief Content Officer, IT World Canada

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Tom Li
Tom Li
Telecommunication and consumer hardware are Tom's main beats at Channel Daily News. He loves to talk about Canada's network infrastructure, semiconductor products, and of course, anything hot and new in the consumer technology space. You'll also occasionally see his name appended to articles on cloud, security, and SaaS-related news. If you're ever up for a lengthy discussion about the nuances of each of the above sectors or have an upcoming product that people will love, feel free to drop him a line at [email protected].

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