Clearswift pledges end to mixed channel model

Vendor says mixed one- and two-tier setup will be axed following termination of Computerlinks deal

Richard Turner: It is important our customers know how to make money out of our technology

Clearswift has claimed the sudden departure of at least one of its three UK distributors could be a blessing in disguise and will help it to clarify its channel model.

Computerlinks recently tore up its contract with the content security vendor, citing differences over its multi-tier channel model.

Additionally, Magirus and Clearswift are reviewing their partnership after the distributor opted to axe its standalone security arm.

Richard Turner, who joined as Clearswift’s chief executive in June, said his priority is to shelve the mixed channel model ­ – in which some resellers are dealt with direct – ­ brought in by previous management earlier this year.

“Bringing about clarity is absolutely key,” he said.
“If this results in a single-tier strategy, so be it; if it results in a two-tier model, so be it. What is important is that our partners know how to make money out of our technology.”

But he added that Clearswift still had a solid relationship with its one remaining distributor, Bell.

Turner also stressed that the termination of the Computerlinks agreement was a mutual decision and that it was just a case of “who pulled the trigger first”.