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11 May 2009
Network security vendor AEP Networks has switched to a single-distributor strategy in a move it claims will create greater consistency for resellers.
After recently parting company with Magirus, AEP has severed ties with e92plus, leaving Westcon as its sole UK distributor.
The vendor wants to consolidate the number of distributors it works with as it focuses on its secure socket layer (SSL) VPN and virtualisation suite of products.
Further reading
Pat Donnellan, chief executive of AEP Networks, said its eight-year partnership with Westcon made it the obvious choice.
“Westcon is our largest distributor partner. We wanted to show more focus with a consistent distribution model, to provide resellers with better support,” he explained.
“All partners are now under the Westcon family and we have 50 staff in the UK to manage them. The announcement coincides with our latest virtual offerings in this space.”
Kay Bruen, chief executive of Westcon, claimed that resellers had “spoken with their feet”.
“There were other routes for VARs, but the lion’s share chose to buy from Westcon for its value add and product set,” she said.
Bruen said the majority of AEP resellers were self-sufficient, but Westcon would support those that did not have the skills.
“We will be recruiting on behalf of AEP and will give its partner base support such as pre-sales and proof of concept,” she added.
Mukesh Gupta, managing director of e92plus, said AEP was struggling to gain headway and that switching to one distributor was the right move.
“AEP’s market share has significantly declined,” he said. “We would rather divert our resources on products that are seeing stronger growth.”
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