Former head of software at Computer 2000 (C2000) Richard Hales has been appointed as country manager at security vendor F-Secure.
Hales, who started the job at the beginning of July, becomes the third UK country manager at the vendor in less than two years. Jason Holloway left last year (CRN, 26 April 2004) and was replaced by Matt Piercy, who in turn left after six months in the job.
“I have worked in distribution for five years and this is a great opportunity for me. F-Secure is a Finnish company and is number one in the Nordic region, but it has not put a great deal of effort into the UK and has a smaller market share over here than in the rest of Europe,” Hales said.
Back in 2003, F-Secure switched to a single-tier strategy, canning Allasso and Unipalm as its distributors (CRN, 19 May 2003). But it executed a U-turn the following year and appointed C2000 as its sole distribution partner (CRN, 26 April 2004).
Hales said his role would include reviewing the vendor’s distribution strategy but has no plans for any changes in the near future.
“In my opinion, a vendor focuses on producing good products, distributors provide great logistics and resellers have the close relationship with customers – that is how I want it to stay,” he said.
David Ellis, director of e-security at Unipalm, said Hales’ appointment is a clever move for the vendor.
“From a technology point of view they are a good company, but were not very strong in the sales and marketing side of things and it is also quite a niche company in terms of products.
“I think Richard is going to have a pretty tough job on his hands competing with the likes of Trend Micro, but he is experienced in distribution and understands the channel so he is a good man for the job,” he said.
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