Trustmarque will part with about 150 VARs and sacrifice a tenth of its Microsoft revenues after opting to exit pass-through licensing business.
The firm recently advised resellers that hold Microsoft Volume License Agreements with it to switch to an alternative Microsoft LAR.
Chief executive Scott Haddow said Trustmarque would continue to sub-contract for a handful of larger systems integrators.
“We want to spend our time with customers that we can build a value-based solution with,” he added. “We are not leaving anyone in the lurch.”
Dave Simpson, commercial director at Softcat, said the LAR already operates a “selective” policy with regards to pass-through business.
“It is a lot of risk for very little rewards,” he said.
Edward Hyde, Microsoft’s group manager for LARs, said: “We support Trustmarque’s realignment in this area. We are also keen to support non-LAR Microsoft resellers where they need to make alternative arrangements.”
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