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27 Nov 2009
WatchGuard has diluted its reliance on broadline distribution by appointing VAD Sphinx - but denies it is set to axe either Ingram Micro or Northamber.
The security appliance vendor parted company with Bell Micro in February but has moved back up to four distributors after adding Sphinx as a second VAD alongside Wick Hill.
Sphinx was the sole distributor for BorderWare, the email and content security vendor WatchGuard bought in August.
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Vinod Chamdal, regional sales manager UK and Ireland at WatchGuard, said: “Sphinx’s reseller base is quite different from Wick Hill’s. Both have different sysems integrators that buy from them exclusively.”
Despite rumours to the contrary, Chamdal said he would stick with a dual VAD and broadline strategy.
“There is a market for both sets of distributors because DMRs and internet sales firms like PC World and Insight just want the quickest route to market,” he reasoned.
WatchGuard earlier this month launched its first appliance based on BorderWare’s technology, the WatchGuard XCS. It is also in the process of porting BorderWare’s 50 to 60 UK resellers into the WatchGuard channel programme.
Top-level Expert partners earn eight per cent extra rebate but must sell £50,000 of kit a quarter, while Professional partners earn four per cent extra rebate and must sell £25,000.
“Two of BorderWare’s main resellers were GSS and BMS, which we are looking to fast-track to Expert partner status,” said Chamdal.
Sphinx chief executive Mark Hatton said: “WatchGuard has done the integration really quickly. Too often it takes forever and when it is done, not done well.”
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