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23 Mar 2009
Content security vendor Clearswift is moving to a pure two-tier channel model as it severs direct ties with a handful of larger resellers and end users.
The UK-based vendor will give its 500 worldwide partners 90 days to re-qualify for its new Catalyst partner programme after it goes live in mid-April.
Miles Rippon, who joined Clearswift from RSA Security in February to spearhead its channel strategy, said that top-level Solutions partners could see their total margin-pull increase from between 30 and 35 per cent to 45 per cent if they registered the deals they made.
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A small handful of resellers, including GSS, Integralis and Foursys, are currently able to buy direct, while a fifth of Clearswift’s renewal business involves no partners at all.
However, Rippon said that Clearswift will now drive all its business through distributors Bell Micro and Magirus to guarantee consistency in its channel model.
Dave Ellis, e-security director at Computerlinks, which terminated its distribution contract with Clearswift in November, was sceptical.
“Miles is a great channel advocate, but Clearswift’s direct and single-tier business has left a sour taste in a lot of channel mouths,” he said.
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