Netscape abandons plans for second partner

Netscape has shelved plans to take on a second distributor after it failed to agree terms with prospective partner Clarity.

Last month, Netscape and Clarity held talks with the view to the distributor supplying Netscape's products. The vendor has a sole agreement with niche distributor, Unipalm.

Suzanne Burnip, marketing communications manager at Netscape, said: 'We were in discussions throughout the last quarter with Clarity, but failed to reach terms. It would have been an additional distributor to Unipalm.'

She denied that the extra distributor would have dealt with the diversifying areas of Netscape's business and was unable to comment on whether its change in strategy would lead to problems with Unipalm.

'There aren't any problems with Unipalm. It knew about the talks and we were very open in terms of discussions,' Burnip insisted.

She refused to say whether Netscape would talk to other prospective distributors but conceded that it was looking for as much market coverage as possible.

A representative from Computer 2000 revealed that the distributor had held preliminary talks with Netscape but said nothing had been finalised.

Mark Norman, managing director of Unipalm, said: 'It is my understanding that for the time being Netscape is happy with a single source in the UK, although the possibility of it taking on another partner can't be ruled out forever.'