RSA enlists Avnet as second UK distributor - sources

Merger of incumbent distributors Arrow and Computerlinks last autumn left security vendor underserved

RSA Security is understood to have appointed Avnet as a second UK distributor in the wake of the merger of Arrow and Computerlinks.

Although neither RSA nor Avnet was able to comment as the story went to press, multiple sources have informed CRN that a contract has been inked in the past few days, with the relationship going live on 1 July.

The move was widely predicted after Arrow's €230m (£187m) acquisition of Computerlinks last October left the EMC-owned authentication vendor with just one distributor.

Arrow, which retired the Computerlinks brand earlier this quarter, was informed of the decision this week, according to insiders.

Speaking to CRN in November, RSA EMEA channel sales director Steve Wheeler said there were no "short- to mid-term plans to look at an alternative distributor" but admitted "we need to see how things look going forward".

With resellers usually preferring two sources of credit and competition over quotes, it would be unorthodox for a vendor of RSA's size to rely on just one distributor in a territory as large as the UK.

Andy Mayle, chief technology officer at RSA partner Armadillo, said the appointment of a second distributor would be welcomed by all RSA resellers.

"No one wants to be tied to one distributor," he said. "You always want that competition there to be able to get the best price. We work with both Avnet and Arrow for different services, so this opens up options for us."

Niall McGrane, UK general manager at rival distributor Westcon Security, said: "Computerlinks and Arrow were competitors and the crossover was large. Lots of vendors are going to have to make decisions about what their distribution landscape looks like."

CRN was awaiting comment from both RSA and Avnet as the story went to press.