Websense drops itX for Avnet

Websense drops itX for Avnet

Vendor opts for a single distribution model

Security vendor, Websense, has dropped itX in favour of a new partnership with Avnet Technology Solutions.

Websense channel manager, Mark Spencer, said it went through an extensive business planning process following its acquisition of SurfControl to decide how to approach the channel. Websense announced its acquisition of SurfControl in October.

The vendor decided on a sole distribution strategy in the local market because it provided key efficiencies and benefits around channel relationships, he said.

"itX has been a great distributor for us in the past, but with the business model we are taking forward, Avnet is the best distributor for us," Spencer said. "They already have a great range and base of experience to work from, particularly with their recent acquisition of ChannelWorx."

Avnet became SurfControl's first local distributor in May last year .

"We did a pretty good job with SurfControl and Websense decided their route to market was to go through sole distribution," Avnet country business manager, Gavin Lawless, said. "It was pretty comforting for us that a vendor chose us over an organisation like itX based on the work that we had done with SurfControl."

Avnet will have access to entire Websense range including its Web and email security suites.

Lawless said the distributor could now offer a complete portfolio of network security products to SMB partners.

"We've got a number of very strong partners across Avnet and the ChannelWorx business that are selling security solutions in the mid-market space," he said. "Our business is around enabling resellers to sell into the mid-market space and the lower end of enterprise. It is also about helping our partners sell more product and technology."

itX general manager, Greg Newham, said it would now place all of its focus on to its existing Secure Computing range.

Websense had contributed about three per cent to the distributor's bottom line, he said.

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