Trend distribution under review
UK managing director leaves vendor, which may axe a distributor
Trend Micro has parted company with UK managing director Roger Levenhagen and speculation is rife that the vendor may axe a distributor.
Raimund Genes, president of European operations at Trend, said the move was a "common agreement" between Levenhagen and the company.
"We didn't agree on some business terms, and this year we are expecting really high growth in the UK," he said.
Genes added that Trend is currently recruiting a new head.
David Ellis, director of e-security at Trend distributor Unipalm, said the move will not affect the channel. "Trend has recently recruited a sales director, which has been a good direct point of contact for us," he said.
Mukesh Gupta, managing director of e92plus, agreed. "The appointment of a new sales director will have a greater impact on us," he said.
The vendor has distribution deals with Unipalm, e92plus and Sphinx. It recently signed Computer 2000 (C2000) for its SME strategy.
Genes said it is Trend's policy to monitor its distribution channel, and denied any concrete decision to dismiss a partner has been made.
"Our distribution strategy is always under discussion. If a firm wasn't performing we would consider terminating the agreement. If two are performing well, then why have three? In Germany we cut our distributors from five to two, and this worked out well," he said.
Genes claimed the appointment of C2000 was aimed solely at the SME sector and will not affect Trend's specialist distribution partners. But Ellis said it is likely to have a long-term effect.
Mark Hatton, managing director of Sphinx, said: "The appointment of C2000 means the specialist distributors have to invest more to get return on investment. Having fewer specialist distributors would mean a greater return on investment."
Gupta said: "With three value-added distributors and the appointment of C2000, Trend is over distributed."