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06 Nov 2008
Distributor Computerlinks has terminated its UK contract with Clearswift following a clash over the content security vendor's channel policy.
Computerlinks said the unorthodox move was part of an “evaluation process” to ensure it is working with vendors that can support its reseller partners.
Dave Ellis, e-security director at Computerlinks, said that Clearswift’s decision several months ago to start working with half-a-dozen resellers direct was a major factor behind the conflict.
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“We need to focus our efforts where we get the best return. From a channel strategy perspective Clearswift’s model is confusing. It had some direct business and we want to work with vendors that have a clear strategy on that front,” he said.
It is not the first time Clearswift’s channel model has caused conflict with partners. Late last year the vendor parted company with its largest European reseller, Integralis, amid suggestions it was working directly with some large end users (Channelweb, 7 December, 2007).
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