McAfee cans Arc Technology as it concludes distribution review


McAfee cans Arc Technology as it concludes distribution review

Simon Quicke

The security vendor has concluded its seven month review of its distribution partners deciding to go down from four to three on its roster.

Arc Technology has missed out on the cut leaving McAfee using Computer 2000, Ingram Micro and Arrow which acquired Sphinx one of the existing players.

Jill Henry, UK and Ireland channel director at McAfee, said that it had wanted to ensure it had distribution partners that covered different parts of the market and it had ended up with a couple of broadliners and a VAD, with Arrow working to the Sphinx contract selling the secure product line on an exclusive basis.

McAfee started its review at the start of the year and looked at tenders from nine companies that bid for the business. But with consolidation, with Avnet buying Bell and Arrow acquiring Sphinx, it changed the landscape and extended the process.

It also had a change in senior management with a new global head of distribution joining the vendor who wanted a closer strategy across all strategies and had an input into the review, again having an impact on the length of time the process took.

Having made the decision to settle on Ingram, C2000 and Arrow there will be a further review of the products that each partner is selling next year.

Sphinx is selling the secure product line until March next year and that will provide an opportunity to reappraise the way the portfolio is split between partners.

Henry said that the decision to part with Arc was not a reflection on its performance and it did not rule out working with the distributor again.

Stuart Reay, UK managing director of Arc Technology, said that it had enjoyed working with the vendor and had shown with its relationship that it could deliver value to the security market.

"Our partnerships in the security industry are testament to the strength of the business and although the McAfee brand has been good for Arc, we are not a one-trick pony. We have a diverse portfolio of vendors and we will continue forming strategic partnerships in the future, but as a solid and trusted vendor to work with, the door for McAfee will always be open," he said.

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