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11 Jan 2008
Intrusion prevention vendor
Reflex
Security will trim its UK distribution line-up after appointing
Cohort
Technologies as its third distributor.
Reflex will conduct a distribution review over the coming weeks, with incumbents
VCW and Manilma in the firing line.
Colin Gray, who joined Reflex as vice president of EMEA from rival BigFix in
October, said the vendor would now aim to hit European targets by focusing on
the UK.
“Cohort can add value around pre- and post-sales and help grow our UK market
share,” he explained. “Two distributors is the optimal number.”
Cohort has been charged with doubling Reflex’s active resellers by June. The
vendor already works with about six VARs, including Netstore, Network Technology
Solutions (NTS) and Armadillo.
Grahame Smee, managing director of Cohort, said: “This will be attractive to a
lot of our partners, because they understand technology and see the benefit of
where margin expectations are higher.”
Manny Pinon, managing director of
Manilma,
said: “Every time that Reflex gets a new broom it puts a new handle on too.
“Any emerging manufacturer needs stability, and this seems to have eluded
Reflex.”
Graham Fox, managing director of
VCW
Security, said: “I knew Reflex was looking to appoint Cohort and have no
issue with that. We’ve invested heavily in our three core security products -
Reflex, Breach and Fortinet - and see no reason to change that.”
PGP
in cahoots with Cohort
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