Software vendor WRQ has sealed a distribution agreement with Sphinx following its decision to move to a two-tier channel strategy.
Steve Cauble, general manager at WRQ, claimed that Sphinx was selected by the vendor to increase its penetration into the IBM market. Sphinx is seen as one of IBM's largest distributors.
'This gives us specific reach into the IBM mainframes market, in particular the financial and insurance sectors,' he said.
WRQ develops software to connect, manage and secure networked information systems. The Reflection host connectivity product links desktop computers to IBM, Unix, Digital and Hewlett Packard systems.
Jamie Pearce, business development manager at Sphinx, added: 'IBM is a strategic market for WRQ's mainframe and Web-to-host products. Vars want to add extra value to their existing base because of e-commerce - WRQ's product set will help achieve that.'
In support of the strategy, WRQ has appointed Mairead Lambe as UK channel manager. She said: 'Our strategy is to migrate to a two-tier system so distributors can bring their own strengths to the market.'
Sphinx becomes WRQ's third UK distributor, joining its existing partners of Wick Hill and Entropy.
'More manufacturers are moving to the two-tier model so they don't end up competing with resellers,' said Pearce, 'We are comfortable with it as it includes very different distributors.'
Traditionally, WRQ has only sold through the channel within the UK. 'We use distribution partners so there is no vendor competition,' said Cauble.
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