Vendor follows recent acquisitions with decision to work with just two core distributors
Secure Computing is scaling down its distribution channel following its merger with CyberGuard, in a bid to simplify business for VARs.
The vendor, which completed its $295m acquisition of CyberGuard earlier this year (CRN, 13 January), is planning to grow to a $1bn business by 2010. However, the newly combined company ended up with nine distributors in the UK, all supplying different product lines.
It has now decided to have only two core distributors – Sphinx and Bell Microproducts Europe – to supply all of its products in the UK. It is also currently in discussions with its remaining distributors, as it looks to select a further two to carry selected product lines. The vendor is hoping to announce the successful distributors in the coming weeks.
Speaking to CRN, Jamie Pearce, UK channel manager at Secure Computing said: “Pre-acquisition both Secure Computing and CyberGuard were very committed to the channel. There was a genuinely good reason for this many distribution partners to be working with us. However, we identified an opportunity for two value-added distributors that will work with us across our entire product set.”
Andrew Philpott, vice-president European sales at Secure Computing, said: “Resellers need to do business with a vendor in the most simplistic way possible. Nine distributors was far too many. We are happy with our choice.
“The appointment of two further distributors will ensure there is still some specialisation for partners.”
Mark Hatton, managing director of Sphinx, said: “This is entirely in line with what we expected to happen at the time of the acquisition. But it [Secure computing] wanted to wait until after the first quarter to get it sorted out. The merger puts Secure Computing further up the ladder and gives it more presence in Europe. We are very pleased with the outcome.”
Duncan Hume, manager of the security division at Bell Microproducts Europe, said: “Two distributors is a healthy number and I’m happy with the decision. It gives us a broader breadth of product to sell. It is a very positive move for us."
Secure Computing is scaling down its distribution channel following its merger with CyberGuard, in a bid to simplify business for VARs.
The vendor, which completed its $295m acquisition of CyberGuard earlier this year (CRN, 13 January), is planning to grow to a $1bn business by 2010. However, the newly combined company ended up with nine distributors in the UK, all supplying different product lines.
It has now decided to have only two core distributors – Sphinx and Bell Microproducts Europe – to supply all of its products in the UK. It is also currently in discussions with its remaining distributors, as it looks to select a further two to carry selected product lines. The vendor is hoping to announce the successful distributors in the coming weeks.
Speaking to CRN, Jamie Pearce, UK channel manager at Secure Computing said: “Pre-acquisition both Secure Computing and CyberGuard were very committed to the channel. There was a genuinely good reason for this many distribution partners to be working with us. However, we identified an opportunity for two value-added distributors that will work with us across our entire product set.”
Andrew Philpott, vice-president European sales at Secure Computing, said: “Resellers need to do business with a vendor in the most simplistic way possible. Nine distributors was far too many. We are happy with our choice.
“The appointment of two further distributors will ensure there is still some specialisation for partners.”
Mark Hatton, managing director of Sphinx, said: “This is entirely in line with what we expected to happen at the time of the acquisition. But it [Secure computing] wanted to wait until after the first quarter to get it sorted out. The merger puts Secure Computing further up the ladder and gives it more presence in Europe. We are very pleased with the outcome.”
Duncan Hume, manager of the security division at Bell Microproducts Europe, said: “Two distributors is a healthy number and I’m happy with the decision. It gives us a broader breadth of product to sell. It is a very positive move for us."
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