In Episode S7E19 of the Brilliance Security Magazine Podcast, host Steven Bowcut speaks with Andrew Warren, Vice President of Sales and Marketing at Exclusive Networks North America. With nearly 20 years of experience in the cybersecurity channel and 15 years in distribution, Andrew offers a unique perspective on how the distribution model has evolved and why a security-centric approach is critical today.
Summary
Andrew explains how Exclusive Networks goes beyond traditional logistics to act as a “services and products aggregator,” supporting both vendors and partners with technical expertise, specialized services, and go-to-market strategies. The discussion highlights how distributors help partners navigate an increasingly crowded vendor landscape, the importance of services in a subscription-driven economy, and the innovative programs Exclusive has launched—such as its collaboration with Cal Poly and Colorado Mesa University to address the cybersecurity skills shortage.
Key topics include:
- Why distribution still plays a vital role in the cybersecurity ecosystem
- How a security-only focus delivers specialized resources that general distributors can’t provide
- The challenges of vendor sprawl and how distributors help partners cut through the noise
- The shift toward “everything as a service” and its impact on customer outcomes
- Innovative approaches to closing the cybersecurity skills gap
- The balance between global scale and local relevance in serving customers
Tune in for a conversation that sheds light on how security-focused distribution can empower organizations to meet today’s cybersecurity challenges with confidence.
About our Guest
Andrew Warren currently serves as the Vice President of Sales & Marketing at Exclusive Networks, North America. With 15 years of experience in distribution and nearly two decades specializing in the cybersecurity channel, Warren has developed a strong passion for the value that distribution brings to the partner ecosystem.
He has held leadership roles at some of the industry’s most recognized companies. Most recently, he was the Vice President and General Manager for Northern North America at Baramundi Software. Prior to that, he held multiple leadership positions at software companies such as OpenText and FireMon, as well as at technology distributors, including Westcon-Comstor and Avnet.
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Steven Bowcut is an award-winning journalist covering cyber and physical security. He is an editor and writer for Brilliance Security Magazine as well as other security and non-security online publications. Follow and connect with Steve on Twitter, Instagram, and LinkedIn.