Secure Computing cuts distributors in overhaul

Secure Computing has cut ties with WhiteGold, Coretech and ServerBits and brought Avnet Technology Solutions on-board in an overhaul of its distributor line-up.

Secure has split its distributors into two categories - enterprise and SMB. Avnet will join itX in the vendor's enterprise stable, and will have access to all of its gateway products.

Enterprise distributor, Blue Sky Industries, had formed an alliance with Avnet allowing it to access to Blue Sky's accredited training centre and technical support team.

Secure's SMB distributors, which include BaxIT, MPA Systems and TechPlus, have access to its Smartfilter URL filter software, Snapgear and Safeword 2 factor authentications.

"One of our major objectives was to line up people who could help us in the next growth phase - managing that growth means you have got to have the right partners," Secure Computing country manager, Eric Krieger, said.

"We have now got an umbrella of IP-based security covering both enterprise and SMB." Krieger said SMB resellers were seeking more specialist skills from distributors than their enterprise counterparts.

"They [SMBs] wanted the distributors to provide them with at least some training and education," he said. "Let's face it, a lot of SMB resellers don't necessarily know anything about security.

"As far as enterprise is concerned that is a huge growth area for us. So we needed to have specialists [in that area] and we looked very carefully at the channel."

Krieger said Avnet had been looking for products that aligned with its enterprise focus.

"In particular, they were looking for an enterprise network, Web and messaging gateway," Krieger said. "When we put out our expression of interest tender, they responded very positively. What they intend to do for us is recruit gold partners and they have already got some strong relationships with tier-one resellers."

He declined to comment on why it had cut ties with WhiteGold, ServerBits and Coretech.

WhiteGold Solutions managing director, Dominic Whitehand, was disappointed by the news and said Secure had made a poor decision.

"The great thing about our business is that it really doesn't rely on any particular vendor for strength, so it is not really going to hurt us too much," he said. "Plus we have plenty of vendors in the wings to compensate."

Secure announced a distribution review earlier this year, appointing channel assistance organisation, Channel Enablers, to conduct an expressions of interest tender.

Secure Computing is now looking to appoint a marketing and a channel manager next year.

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