Security vendor Internet Security Systems (ISS) has told its channel partners that it is terminating its agreement with distributor e92plus.
Channel sources confirmed that they had been informed of the vendor's intention to end its relationship with the specialist security distributor, which would leave it with Allasso and Unipalm to reach resellers.
But Mukesh Gupter, managing director at e92plus, claimed that the two companies had agreed to go their separate ways.
"Our reason is that we do not see a future for ISS in our portfolio because it does not produce any value or significant revenue," he said.
The distributor will now focus more on its relationship with NetScreen Technologies.
This comes in light of ISS's ongoing move towards a totally indirect sales channel where it retains only some initial contact with customers. It has been implementing this strategy since 2000.
Gupter hit out at ISS, suggesting that the company had left distributors unsure of its strategy.
"Since we have worked with ISS we have found that its channel strategy has never been clear, and it drifts from direct to indirect as and when it pleases," he said.
But David Ellis, directory of e-security at Unipalm, defended ISS, maintaining that it had been true to its word and had moved towards a two-tier channel strategy.
"It has done everything it said it would do since we have been working with it from the beginning of this year," he explained.
Ellis did not think that ISS parting company with e92plus would hinder its continued move towards an indirect goal.
"Unipalm and Allasso have relationships with a large number of security resellers and it would not surprise me if ISS consolidated its distribution channel," he said.
Penny McCulloch, financial director at ISS, insisted that the company could not comment on the matter.
Separately, security software vendor FutureSoft is broadening its market reach with an agreement with corporate reseller Network Utilities.
Andy Wooles, managing director at FutureSoft UK, indicated that the deal will give the vendor coverage in the ripe corporate security market.
The reseller will play an important role in generating a market for the company's Dynacom i-series range of content security products, according to Wooles.
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