Email and Web filtering vendor, Clearswift, has re-entered two-tier distribution through a partnership with Distribution Central subsidiary, Firewall Systems.
The vendor cut ties with itX early in 2008 to focus on direct relationships. Clearswift general manager, Peter Croft, said a global program had necessitated the reappointment of a distributor.
“The unified set of guidelines for our new Catalyst Program has required that we have a two-tier model in all regions,” Croft said.
“We needed a distributor partner that shared our desire for growth and saw the opportunities for us in the market. Firewall Systems had that energy around reseller recruitment.”
itX was considered as a potential distributor, Croft said, but, ultimately, Firewall Systems was a better fit for the vendor.
Although the Catalyst Program did not set guidelines for the number of distributors in each region, there were no plans to appoint a second one in Australia and New Zealand.
Clearswift’s direct relationships would be migrated to channel partners through the changes, Croft said, and there would be no direct business moving forward.
Distribution Central CEO, Scott Frew, said the vendor filled a gap in the Firewall Systems portfolio.
“We’ve been looking to fill the email and data leakage gap for a while, and felt Clearswift offered healthier margins than other vendors, and a need to re-engage with the channel for us to take advantage of,” Frew said.
“It’s a good opportunity for us – everyone has difficulties around data leakage, but it hasn’t been addressed properly in many cases. It’s been classed as ‘too difficult’.”
The partnership rounds out the Firewall Systems portfolio nicely, Frew said, and the distributor was not looking to add further to it in the near term.