Orca Security signs QBS deal for EMEA distribution

Orca Security has signed a distribution agreement with QBS Software, making QBS its distributor across EMEA.

Under the deal, QBS will take Orca's cloud and AI security platform to enterprise and upper mid-market customers through its network of value-added resellers, managed service providers, managed security service providers and cloud service providers.

Initial coverage will focus on the UK and Ireland, Germany, Austria, Switzerland, France, the UAE and Saudi Arabia. Later phases are expected to extend into the Nordics, Benelux, and Central and Eastern Europe.

Orca is looking to expand its reach across the region through channel partners and software marketplaces. For QBS, the agreement adds another security vendor to a distribution business that already operates through more than 20 offices across the UK and Ireland, Europe, the Middle East and Africa.

Regional reach

QBS said it will combine central oversight with regional execution teams in local markets. It also holds AWS Marketplace Distributor Seller of Record status, allowing software vendors to transact through the cloud marketplace model.

The deal reflects continued demand from organisations moving workloads to the cloud while facing pressure around AI risk, regulation and the management of increasingly complex technology estates. For vendors and distributors, that has made partner networks more important for selling, supporting and packaging security tools for different markets.

Orca markets its platform as an agentless cloud native application protection platform, or CNAPP, designed to give customers visibility across cloud, AI and application environments. The QBS agreement aligns with its partner- and marketplace-led route to market in EMEA.

Shannon McWilliams, Head of Global Distribution & Programs at Orca Security, said the deal forms part of the company's regional growth plans.

"Expanding our EMEA presence through the right distribution partner is critical to our next phase of growth. QBS brings exactly what we need: a partner-first mindset, deep regional relationships and the marketplace infrastructure to meet customers where they're already buying. This agreement is a significant step in making Orca the default choice for cloud-first organisations across EMEA," said Shannon McWilliams, Head of Global Distribution & Programs at Orca Security.

Channel push

The agreement comes as security vendors continue to rely on distributors and service provider networks to reach customers that want packaged services rather than direct software procurement. In Europe and the Middle East, that often means working through established local partners with existing customer relationships.

QBS said Orca's focus on cloud and AI security makes it a strong fit for that model, especially among larger customers and upper mid-market buyers already served by its partner base.

"Orca Security represents exactly the kind of best-in-class cloud and AI security vendor we want to champion across our EMEA network. Their agentless approach and comprehensive CNAPP platform resonate strongly with the enterprise and upper mid-market buyers our partners serve every day. We're committed to giving this partnership the executive focus and regional execution it deserves, and we look forward to building a high-performing ecosystem together," said Tom Corrigan, Chief Revenue Officer at QBS Technology Group.

For Orca, the arrangement adds another layer to a broader channel strategy centred on building technical expertise and service delivery through partners. Its plans also include helping partners develop managed services based on its platform and deepen technical knowledge across the ecosystem.

Meanwhile, QBS continues to position itself as a software distribution platform for cloud-native and software-as-a-service vendors seeking regional market access through third-party channels. Its partner base spans resellers, managed service providers, managed security specialists and cloud consultancies.

The latest agreement underlines how competition in cloud security is increasingly shaped not only by product development, but also by the strength of regional distribution, marketplace access and partner execution across fragmented international markets.