Secure defends choice for singular distribution

Critics warn security vendor may regret decision if the relationship breaks down

Kieran Lees: Wanted 'crispness of messaging' from R&D teams to end user.

Secure Computing’s shock move to axe Bell Micro and work exclusively through Sphinx will improve its messaging to resellers and end users, the security vendor has claimed.

Bell’s dismissal leaves Sphinx as sole UK distributor for Secure’s core web security, email security and firewall line-up. IQ-Sys remains on board for the security vendor’s authentication products.

Kieran Lees, who was recently appointed as Secure’s UK regional director, said: “I needed a crispness of messaging right through from our R&D teams to the end user.

“We are trying to create an integrated and co-dependent supply chain so that everyone is working to the same agenda. The best way to do this was to give exclusivity to one distributor on our core products. Bell had done nothing wrong.”

Mark Hatton, chief executive of Sphinx, said the distributor would boost its dedicated headcount around Secure from two to nine over the next 90 days.

“We gave Secure a proposal that included some real focus from Sphinx around its product portfolio, a number of dedicated heads and a real investment into its partner community,” Hatton said.

“In return for the exclusivity, Secure will get more resources from us than it could get before from two distributors.”

However, one rival vendor, who wished to remain anonymous, claimed Secure may regret putting all its eggs in one basket.
“Sometimes resellers need the ability to buy from two distributors to maximise credit,” they said. “And if you are a manufacturer, what happens if you fall out with your only distributor?”