Exclusive Networks is to boost services to startups following the acquisition of cybersecurity distributor Ignition Technology.

Ignition is a UK and northern Europe specialist VAD that concentrates on early-stage disruptive security-as-a-service (SaaS) vendors.

Exclusive says it will develop Ignition as a springboard for new vendors and technologies. It will become Exclusive Networks’ brand for new and disruptive vendors as they emerge from late-stage startup mode.

Exclusive CEO Jesper Trolle said the plan is to double-down on services for startups, “with a dedicated and distinct value proposition.”

Trolle said by creating a separate entity, Exclusive can provide a global launchpad for emerging vendors. At the same time, it can maintain its focus on “the specific needs of our core established and scale-out vendors.”

‘From Challengers to Leaders’

Trolle cited Exclusive’s reputation for bringing new and disruptive cybersecurity technologies to market. The goal is to help “emerging vendors grow and scale from market challengers to market leaders.”

Exclusive Networks’ Jesper Trolle

“These vendors have different needs and expectations depending on where they are in their growth journey,” he said. “With Ignition, we are enhancing our value for emerging vendors, creating a focused, defined and dedicated proposition.”

Ignition operates in seven countries across Benelux, the Nordics and the UK. Exclusive said it aims to establish Ignition globally over the coming months. Each local Ignition organisation will have access to Exclusive’s existing resources.

Co-founder and MD of Ignition, Peter Ledger, said it was “a great opportunity for both ourselves and vendors to get a clear pathway to boost progression globally.”

Transitioning through the stages of startup to scale-out has always been a dilemma for vendors, he said. Those firms want “the focus of a local specialist but needing scale.” He said they want to benefit from the hard work and investment put into the early stages.

Ignition Technology’s Peter Ledger

“No global player has managed this previously, and this is a bold and creative way of addressing this need. Our model depends on hyper-care, customer acquisition and evangelism,” he said. “We now have a symbiotic partnership with Exclusive who ‘wrote the book’ on launching and developing new and emerging vendors internationally. No wonder they’re reimagining how global specialism may work and it’s great to be part of this ambition.”

Trolle described the acquisition as “a powerful move to enhance our specialist proposition globally — something that no one has ever achieved.”

He said it would increase Exclusive’s relevance with new vendors and partners “that rely on us to act as their virtual CTO and triage for new tech innovations.”

Global Expansion

Trolle added that global expansion is a key part of its own omnichannel proposition.

In October, Exclusive launched its subscription-based digital platform, X-OD. In the following months it has expanded the service globally. According to the CEO, the business is growing at five times the rate of Exclusive’s overall business.