Symantec slashes UK VAD ranks

Only Avnet and Codework (now Altimate) remain following conclusion of 10-week review process

Symantec has slashed its UK security VAD distribution line-up from five to two with only Avnet and Codework (now Altimate) surviving the cull following a gruelling review process.

The security giant launched a pan-European distribution review for its enterprise security line-up in January, firing out RFPs to ten UK distributors including incumbents Avnet, Arrow ECS, SDG, Codework and Cohort.

After a three-week delay, the six finalists – Avnet, Arrow ECS, SDG, Codework and Cohort and Computerlinks – finally learned the outcome today. The vendor had left no stone unturned, unexpectedly inviting shortlisted candidates back in for a second grilling.

In a statement sent to ChannelWeb, Ross Walker, director Distribution & Small Business UK & Ireland at Symantec, confirmed: "The two successful distributors are Avnet and Altimate, both of which excelled throughout the review. All the participants have been informed of the decision in relation to their bid. We are confident that the two chosen distributors will drive increased growth for Symantec in the year ahead."

The move was always billed as a rationalisation process designed to leave Symantec with fewer but more dedicated VADs. Those surviving the axe will see a commensurate rise in rewards, the vendor promised.

Symantec said the exercise would mirror its recent move at a reseller level to a competency-based partner programme. It also comes on the heels of three enterprise security acquisitions – PGP, VeriSign and GuardianEdge.

ChannelWeb understands that Cohort may have retained rights to PGP, although this is yet to be confirmed officially.

Symantec emphasised the decision does not cover other Symantec products, including its SMB portfolio, which are available through its broader distribution channel.

Divyesh Lakhani, country manager at Altimate, said: "We are delighted with today's announcement and are eager to put into practice the plans we presented. We have always seen great potential in the Symantec Enterprise security portfolio and invested long before this RFP was announced. For this reason, we are not beginning from a standing start and therefore have high hopes for Q1 FY12."