Hummingbird dumps E92 Plus in direct row

Hummingbird Communications has dropped E92 Plus from its list of distributors after claiming the Surrey distributor was selling direct to users.

The enterprise software vendor will now supply its products through Unix specialist Unidirect, network software distributor Rx3, and Computer 2000.

Chris Roper, manager of the network connectivity division at Hummingbird and UK country manager, told PC Dealer: "We have wanted to cultivate a two-tier channel for some time, but with the four distributors we had there was some confusion over our pricing model. This change will bring some semblance of order and will give us a better opportunity to get closer to our distributors."

But Roper added Hummingbird was still keen to give E92 Plus a place in its channel and it would be offered the chance to become a Hummingbird reseller. It is understood that Rx3 was also given an ultimatum about being a distributor or a reseller for Hummingbird but opted to remain a distributor.

An industry source added: "Roper has really got hold of Hummingbird's channel and it will be much cleaner now. When you have an unclean channel, it upsets other partners.

"You often find distributors selling to users when a vendor seeks a small and specialised channel partner to cultivate a market. But when a vendor becomes more established, you can't mix the two and it needs managing properly. It's more of an issue for the vendor than for the reseller and distributor."

E92 Plus was unavailable for comment.