Rumours that the vendor was switching to a two-tier model have been circulating the security industry since the beginning of the year (CRN, 16 January). But Harnish Patel, senior vice-president of EMEA sales at SurfControl, which acquired managed services firm BlackSpider last month, said the timing had to be right.
“We have gone through quite an exhaustive process but InTechnology is the right choice,” he said. “It has a dedicated security division and trades with more than 650 VARs in the UK.
“We have strategic alliances with Microsoft, Juniper, Citrix and Network Engines. InTechnology also partners with all of those companies.”
Patel added that the distribution agreement covers all software and appliances.
BlackSpider services will still be offered directly to resellers and will not be affected by the distribution agreement for the time being, he said.
Patel confirmed that Sphinx had also been in the running for the contract, but had lost out to InTechnology. He added that SurfControl will continue its relationship with e92plus on its Celestix product line.
Steve Pearce, chief operating officer at InTechnology, said: “This is a good fit for both companies in terms of mutual strategy. We intend to develop tier-two reseller relationships and the SME marketplace for SurfControl. In an increasingly commoditised marketplace, there is a recognisable demand for SurfControl’s products.”
Pearce added that the deal reaffirms InTechnology’s commitment to distribution.
“There has been a lot of speculation about InTechnology since we sold the Allasso business to Magirus,” he said. “But this deal shows we are a significant player in the security space.”
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