Security managed services vendor BlackSpider Technologies has dropped its UK hybrid model to become 100 per cent indirect.
Scott Duncan, UK channel director at BlackSpider, said: "We were working with resellers and customers to get traction, but now we are established we are channel-only. It is important to have a clear channel strategy rather than a slightly murky one."
Michael Darlington, solutions director at Ultima Business Solutions, said: "Resellers will not touch vendors that sell direct. The product has a good service-level agreement and offers a flexible sales model."
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