IBM has signed an agreement with reseller Integralis in an attempt to get its security message across to SMEs.
The pan-European VAR will sell Tivoli's full range of enterprise security products, including application/resource provisioning, operational-level security, policy compliancy authentication and intrusion detection.
Peter Joplin, head of security at IBM UK, said the Tivoli range has been seen as high-end in the past, but the software, which is largely priced per user, is scalable.
Joplin said the channel is increasingly important to IBM Software.
"IBM Software's business has historically been direct. But there is a move to the channel as products are taken up by SMEs, because all firms face the same security requirements."
Graham Jones, director northern Europe at Integralis, said the reseller has ensured IBM's Software's direct-selling past does not return. "We would not take a product on if we thought a vendor would undercut us," he said.
Integralis also sells security software from IBM rival Computer Associates (CA), but Jones said the IBM products will complement them. "Our CA products are focused on security management whereas the IBM software is identity management."
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