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18 Sep 2006
Relations between internet security vendor Websense and InTechnology are under scrutiny after the distributor signed with Websense rival SurfControl last month (CRN, 14 August).
Speaking to CRN, Frank Coggrave, regional director at Websense EMEA, said: “We are working with InTechnology until the end of the quarter and will then see if it makes sense to continue working together.
“With Websense and SurfControl both products are subscription-based. However, ours are more expensive. At renewal time customers want cheaper goods. It is the job of distributors to convince them that it is worth spending the money. Our concern is that InTechnology will ask resellers which they prefer, rather than recommending our products straightaway.”
InTechnology was unavailable for comment.
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