Clearswift moves to single tier channel model


Clearswift moves to single tier channel model

Simon Quicke

Clearswift has handed Arrow notice it is going to a single tier model in the UK and Ireland after informing its reseller base of the decision this morning.

The decision sees it part from Arrow, which is working through a 60 day transition period, and will result in resellers having a lot more direct communication with the vendor.

The vendor's Catalyst partners have been increasingly approaching Clearswift directly to get sales support, marketing and solution proposals and in response to the pressures of the rapidly changing market the view was taken it was best to streamline the channel model.

Miles Rippon, vice president of global channels at Clearswift, said that it had taken the decision to ensure it could support partners in the most effective way.

"The email and web security market remains highly competitive and for our partners to be successful they need to be positioned to react immediately to opportunities with the best available and appropriate sales, marketing and pre sales resources, this is a key priority and the main driver for this decision," he said.

"Clearswift is not under valuing distribution however each and every vendor has different needs, challenges and opportunities, what's important is that vendors recognise these needs and ensures their business is structured to support its partner and customer community to maximise on the business opportunity that presents itself, Clearswift is doing just that in this move to single tier," he added.

To support the move Clearswift has restructured its operations to support resellers and is contacting partners over the next 48 hours to explain what the changes will mean for individual dealers.

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