Security vendor Symantec has inked a distribution deal with Exclusive Networks, with a major distribution player potentially being frozen out as a result.
It is confirmed that Symantec will be distributed through Tech Data, Arrow, Exclusive Networks, alongside Ingram for the "high volume, low revenue" business, Exclusive Networks' managing director, Graham Jones, told CRN.
However, uncertainty now lingers over its relationship with Westcon, which distributes its Blue Coat line of products.
"This appointment represents a departure for us," said Jones.
"We usually assist with new vendors in the market, but we are working with a mature vendor like Symantec because of its strong overlap with what we already provide."
Jones said the distributor is also setting about "demystifying the confusion" around Symantec and Blue Coat products in the wake of last year's acquisition.
"We divide security into three categories: essential security, core security and advanced security. We want to demonstrate how various vendors' [products] can work together to provide a logical solution across these categories," he said.
"We will also educate the channel that Symantec have some very credible products that can bring in the money."
Jones added that Exclusive Networks has put together a team in advance of the Symantec appointment, with a strong marketing push in the pipeline.
Westcon wasn't able to confirm the details of its relationship with Symantec moving forwards.
Dominique Loiselet, Symantec's vice president channels EMEA, told CRN: "Exclusive Networks has a proven track record of taking technologies to market with an in depth understanding of a broad mix of channel partners so we are confident in building a strong partnership."
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