The Massachusetts-based security systems vendor - which up until a year ago relied on a fully direct sales strategy - had already secured an exclusive distribution agreement with Azlan in October last year (PC Dealer, 29 October 1997).
John Bottling, UK general manager at Security Dynamics, said: 'We have already grown sales in the channel by 45 per cent in the last 15 months and we will use it to push more products through.'
However, Richard Pryor-Jones, UK managing director at Azlan, said: 'No one is ever happy about losing an exclusive agreement, but Security Dynamics said it would be looking to sign up local distributors, which it has done in other countries.'
Pryor-Jones said he was aware that talks were going on between Security Dynamics and Data Connectivity. The supply agreement is due to commence on 6 April.
He added: 'There is no bad blood as we are happy with the numbers we are doing.'
Commenting on Security Dynamics' mixed channel policy, Bottling said: 'There is still a place for direct selling in the relationship, but these sales people facilitate a lot of the business which is done by the channel.'
Neil Ledger, managing director of Data Connectivity, said: 'Until now, we have been focusing on remote access, so bringing on the missing security products will cover all areas of technologies.'
He added: 'We deal with about 400 Vars and the training, which takes about three days, will be introduced.'
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