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SonicWall cuts itX and ACA from list

SonicWall cuts itX and ACA from list

SonicWall has dropped itX and ACA Pacific from its distribution line-up following a channel review.

The security software vendor has retained partnerships with Ingram Micro and Lan 1. Regional manager, Chris Barton, attributed the rationalisation to a rapidly maturing security market. He said SonicWall had been cutting distributors worldwide.

"What we're doing mirrors what other security vendors have been doing globally," he said. "From our perspective, having just two distributors is the best way to service our channel effectively."

Barton said Ingram and Lan 1's approach to security were more in tune with its ambitions to grow local market share. The vendor was working with both to refresh partner training as well as provide more collaborative marketing.

itX general manager, Greg Newham, said SonicWall represented less than 1 per cent of its revenues. The distributor had gained rights to the product line when it acquired Dovetail Distribution in February.

"The SonicWall business was never what it promised to be," Newham said. "It was something we just acquired along the way. It was an interesting add-on business, but not significant. From our point of view, the other vendors on its [Dovetail's] list, including Secure Computing and CyberGuard, were more motivating."

He said SonicWall software was commoditised and did not match itX's portfolio of high-end software solutions.

ACA had not responded to requests for comment at the time of going to press.


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