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LAN Systems to head up Trend enterprise push

LAN Systems to head up Trend enterprise push

Trend Micro has added LAN Systems to its distribution ranks to expand its enterprise channel.

The agreement will see the networking and security distributor carry all relevant software as well as a number of hardware products such as policy enforcement and Web security appliances.

The appointment is an about-face for Trend Micro, which had worked with Alstom IT in enterprise until last year before deciding to service its small number of resellers in this space directly.

Trend classifies enterprise accounts as greater than 500 seats. It only has eight partners servicing this market at the moment including Dimension Data, Alphawest and Data#3.

That channel will now be split into two with only four or five 'expert' partners allowed to source product from the vendor, according to enterprise director, Damien Thompson. The remainder will be placed into a new 'professional' partner program that will buy product from LAN Systems.

"We created a new business model about this time last year and didn't need a distributor for enterprise because we were only working with a small number of national reseller organisations," he said.

"Now we want to grow the number of enterprise partners so a distributor is needed for credit control, channel management and logistics."

LAN Systems also carries McAfee security products, which overlap with the Trend range. Its Comstor business manager, Tony Heywood, said they would be sold by different divisions to minimise conflict.

For more on this story, check out this week's edition of ARN.


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