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Trend cuts LAN ties for Ingram and itX

Trend cuts LAN ties for Ingram and itX

Security vendor parts company with LAN Systems and sets up two-tier distribution model with Ingram and itX

Trend Micro has parted company with LAN Systems after just 12 months in favour of a two-tier distribution model with Ingram Micro and itX.

Trend Micro appointed LAN Systems as its enterprise distribution in May 2006. At the time, it split its enterprise resellers into two categories: Experts or Professional. Trend classifies enterprise as more than 500 seats.

Licenses for 5-500 users were sold via itX and Ingram. SMB director, Dave Patnaik, said the new two-tier structure for all licensing would make it easier for resellers to access Trend Micro products and services.

"It's all about our partner engagement: we can do a wonderful job working with resellers under a two-tier distribution model rather than three," he said. "LAN did a fantastic job in our enterprise business, but it's a business decision. Partner feedback led us to having two distributors."

Patnaik said the new model would also help it drive growth in the SMB market.

"We want to have consistency in our partner engagement," Patnaik said. "This provides flexibility and simplicity and makes it easier for partners to talk to either distributor for order and processing."

The new model comes into effect on July 2.

In August, Trend Micro also plans to launch a new partner program including updates to rebates, marketing development funding and new incentives. Patnaik would not provide further details on the program, but said resellers would now have a single point of contact within Trend.

"Trend is growing rapidly. We're happy with the teams we have in place. It's now about fine tuning to perform better," he said.


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