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06 May 2009
Clearswift has axed Bell Micro and Magirus and appointed Sphinx, following a distribution review.
After overhauling its partner programme last month, the content security vendor has continued to ring the changes by moving to a sole-distributor channel model.
Miles Rippon, Clearswift’s vice president of worldwide channels, said Sphinx would dovetail into its new Catalyst partner programme by aiding partner recruitment and enablement efforts.
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“There was a match around product portfolio,” he told CRN. “We seemed to slot in nicely because Sphinx carries fewer competitors. And its brand in the security space is very strong.”
Rippon denied that resellers would resent having to buy from just one source.
“We are comfortable that Sphinx manages partners and credit lines very well,” he said. “It has sole agreements with other vendors that work very well.”
Catalyst went live in mid-April and Rippon said that 250 partners globally have already re-registered. Some 100 individuals have signed up for Clearswift’s new combined email and web security certification, while 15 deals have already been registered under the new system, he added.
“The major metrics in the programme are beginning to take shape,” he said.
It is not the first change in Clearswift’s distribution strategy in recent months, coming after Computerlinks dramatically ripped up its contract with the vendor late last year.
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