Security tools provider Internet Security Systems (ISS) is hoping to attack broader markets with the relaunch of its UK channel strategy to focus more on mainstream resellers.
Distributors will now be placed into two groups, with Allasso and Unipalm as niche security partners and new signing Ideal Hardware covering the mainstream market.
The new programme will also split resellers into two bands: Authorised Partners, which will buy through distributors; and Solutions Providers which will buy direct.
"We wanted to extend our focus beyond our current partners into a more mainstream reseller base," said Gill Fraser, channel manager UK and Ireland at ISS.
To this end the firm last week signed Ideal to take its RealSecure Desktop Protector to mainstream markets.
The agreement sees Ideal filling the gap left by security specialist E92plus, which ISS stopped working with in October, and demonstrates ISS' ambitions in the broader market.
Alex Tatham, vice president of software at Ideal, indicated that the distributor is specialising in security and will complete its security portfolio through ISS.
"If you are reselling security you have to have all the bits. A key bit is intrusion detection, and ISS gives us this," he said.
Tatham said that there is a massive mainstream market for resellers of all types and sizes.
"If you are a bank then you will go to a specialist security player for products and services," he said.
"But the vast majority of businesses want to protect their data and ensure that they are not vulnerable to hackers and viruses."
Nick Morse, managing director at niche security distributor Mindshare, believes that the security market is maturing and that many products are moving into the broadband distribution arena.
"Broadband distributors can take on the more established security products such as firewalls, but niche players are more suited to specialist areas," he explained.
But Lee Harrison, business development manager at former distributor E92plus, suggested that ISS' desktop product is only a commodity with little added value for resellers.
"This product is a commodity which is more Ideal's bag," he said.
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