Security appliance vendor ServGate has axed Unipalm from its channel, only about a year after signing the distributor.
The vendor said it will focus on its one remaining distributor, Mindshare, as part of its strategy to "not sell through many but to focus on a few".
The firm wants to work with just one distributor in each European country.
Riccardo Leite, vice president EMEA sales at ServGate, said the shift came after the vendor recognised it needed distributors that could build markets.
He added that Unipalm is a good distributor but does not fit because of its massive reseller base. "We want to sign a manageable number of partners that we can interact with face to face, and Unipalm does not work this way," Leite said.
"We need more focus and direct touch with our partners, and do not want to manage them via email."
David Ellis, director of e-security at Unipalm, said Unipalm could not offer the focus ServGate was looking for because of its commitments to its other core vendor partners.
"When we signed with ServGate it had a unique all-in-one security product, but since then Symantec and ISS have introduced similar offerings," he said.
Leite said that as a start-up ServGate needs to work with a small niche player. "Mindshare already works closely with us to reach partners," he said. "Its business is all about market building."
Nick Morse, managing director of Mindshare, said he did not see the value in having two distributors. "ServGate is still in the market-making mode," he said.
"Having one distributor and a small number of resellers helps control the market, and ensures the margins remain good."
Andy Robinson, managing director of Entec, one of the first four ServGate-accredited VARs, said: "Having a single distributor in the early days is a good strategy for a start-up.
"It is also good for us, because the vendor can control the channel, reduce conflict and protect margins."
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