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Over-distribution a worry for Array Networks

October 2, 2006
Over-distribution a worry for Array Networks. Check it out:
(Microscope Via Thomson Dialog NewsEdge)
Array Networks has revealed it will have to keep a close eye on its distribution channel after admitting the appointment of Wick Hill might mean it is over-distributed.

The SSL VPN vendor added Wick Hill to its UK distributor roster last week (see MicroScope, 25 September) to work alongside Bell Microproducts and Fresh Egg.

Wick Hill has been charged with growing the vendor?s mid-range to enterprise business, while Fresh Egg focuses on SMEs and Bell has a pan-European deal across the board.

But speaking to MicroScope, Kevin Thiele, regional sales director for Northern Europe at Array, admitted it ?may now have too many distributors so I am going to watch the situation very closely over the next couple of months?.

?If there is too much overlap [between the distributors] I will take steps to address that, but hopefully there is enough space for all three,? he added.

Ian Kilpatrick, chairman at Wick Hill, added the distributor would be looking for resellers within its existing base to take on the Array products, as well as recruiting new enterprise-focused partners. ?When we get leads from enterprise customers we hope to be able to work with their incumbent resellers, even if we currently don?t have a relationship with them,? he added.



Duncan Hume, security head at Bell Microproducts, said three distributors was probably the limit for Array and he ?would not want it to go any higher?.

But he added the company had not experienced any conflict with Fresh Egg and did not typically compete with Wick Hill in other areas. ?We all have our own reseller bases and so far we have not crossed paths with Fresh Egg. Although we do hear about Wick Hill, we do not usually compete.?

Copyright 2006 Reed Business Information - UK. All Rights Reserved.


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