Secure resellers threaten walkout

Kieran Lees: Moving to a global role.

Secure Computing resellers have threatened to jump ship in response to the vendor’s recent move to a single-distributor channel model.

The disquiet comes as Secure hunts for a replacement for UK and Ireland sales director Kieran Lees, who is moving to a global role just months after joining the security vendor (channelweb, 18 July).

Shortly after Lees’ arrival, Secure axed Bell Micro from its distribution lineup, leaving only Sphinx onboard for its core web security, email security and firewall technology.

However, some of the vendor’s top partners have admitted they are reviewing their relationship with the vendor, claiming the change has made it tougher to obtain credit.

Ritchie Jeune, group chief executive of VAR Evolution, which previously bought from Bell, said: “We did not have any relationship with Sphinx and it is very difficult to build up a relationship around credit with another distributor. We are having to address whether we carry on with Secure products.”

Jonathan Lassman, managing director of Network Technology Solutions, said: “I do not agree with using a single-distributor model because of the problems you have around credit. If I do a £500,000 deal it will eat up all my credit with that single distributor.”

Secure confirmed that Lees, who previously worked for Computacenter, has been elevated to director of global sales operations and will now report to senior vice president of global sales, Glenn Cross.

The vendor said that Lees’ “skills and industry experience would be better served in a global capacity”.