Allasso plugs UK gap with Activcard deal

Security distributor extends agreement with French vendor

Following its recent split from RSA, security distributor Allasso is filling the gap left in its UK portfolio by extending its agreement with French security vendor Activcard.

According to sources, Allasso is extending its current agreements with Activcard in France, Italy and Spain to offer the vendor's authentication products to its UK resellers.

Allasso would not comment on any specific deal, but Bernie Dodwell, sales and marketing manager, confirmed: "We are in active discussions with a number of vendors and there will be an announcement shortly."

Dan Harris, managing director at reseller Security Partners, said the split from RSA has left a dent in Allasso's portfolio.

"It will be difficult to replace RSA because it is a market leader, but signing a vendor such as Activcard is a good decision and will increase RSA's competition," he added.

The move will also give Activcard a strong UK platform for its resellers.

"We have a very strong relationship with Allasso and, if it has done the due diligence, it makes sense for us to start selling Activcard products," said Harris.

He said RSA's move to sell through distributor Ideal signals a move away from niche security distribution.

"My concern as a reseller is that RSA is going broadline with distribution, which could erode margins," he added.

But RSA reassured resellers that margins would be protected. "The margins are holding up very well and we have not seen price pressure.

"It is not in Ideal's interest to suppress the price because the whole channel needs to make money," said Steve Wheeler, UK sales manager, authentication products at RSA. "Distributors will be reviewed on a quarterly basis."