Fortinet set to axe two distributors

Security vendor restructures UK distribution tier

Security vendor Fortinet is restructuring its UK distribution tier in a move that will see Westcon taken on board and two existing partners facing the axe.

The vendor signed a distribution agreement with Westcon last week, and according to Jonathan Mepstead, regional manager UK at Fortinet, the company already works with Wick Hill, Ideal and Fresh Egg.

"Four is too many distributors," Mepstead admitted. "Two is the ideal figure in the UK and we will reduce the number we use." He would not give any details of the distributors to be dropped.

However, sources close to the company have claimed that only Wick Hill and Ideal have been sent a letter of intent to restructure.

Ian Kilpatrick, group managing director at Wick Hill, said he was unaware of Fortinet's proposed move. "We are still a Fortinet distributor and until we hear otherwise, nothing changes," he said.

The signing of Westcon signals Fortinet's ambition to reach resellers selling into large corporates. "I want to take Fortinet into the high-end enterprise market, and Westcon gives us reach," Mepstead said.

Simon Thompson, sales director at Westcon in the UK, confirmed that the firm will look to target resellers that are selling into the corporate market. The company will now supply and support resellers on Fortinet's FortiGate range of ASIC appliances.

Graham Fox, managing director of Fresh Egg, said since the firm agreed to distribute Fortinet's appliances in June it has sold more than 20 high-end boxes to telcos, banks and educational establishments.

"The security appliance market is growing rapidly and Fortinet will make gains over the next year," he said.

Ideal was unavailable for comment when CRN went to press.