Firewall and Trend Micro split

Distributor Firewall Systems and Trend Micro have parted ways following a restructure of the security vendor's channel program.

Nick Verykios, marketing director, Firewall Systems (pictured) claimed the distributor chose to leave Trend as it could no longer distribute enterprise products to its customers.

“Trend Micro wanted different resellers looking after different markets. It wanted our resellers to start splitting its customers and we didn’t want to go to market like that,” said Verykios.

Firewall had an agreement with Trend signed at two levels. One level looked at developing managed services and the other was for its resellers to take Trend Micro’s SME products to market, he said.

“The managed services never happened and then the vendor restructured. Many of our resellers don’t want to be forced to buy from a particular distributor,’ said Verykios.

“As part of its restructure, Trend has restricted the number resellers that can sell to Top 500 customers. What Trend doesn’t realise is its competing against equally good technology with smaller vendors like McAfee.”

Verykios claims Trend’s new channel strategy restricted resellers. “Vendors have to remember a resellers’ customer is the one that ultimately makes the decision on what product they use.”

Firewall’s announcement follows Trend Micro’s appointment of LAN Systems, in May, as distributor of the company’s range of internet content security products targeted at enterprises.

Trend couldn’t be reached for comment.