Distributor OpenPSL has agreed a deal with appliance maker CyberGuard to be its first UK distributor.
The firm, which acquired security specialist Peapod Distribution in December, is looking to expand its security product and services range.
It will offer the vendor's complete range of firewall, virtual private network and secure socket layer devices.
"We only acquired two vendor relationships through the [Peapod] acquisition so it was important to expand," said Duncan Hume, vendor alliance manager at OpenPSL.
The firm also sells into the software, networking and infrastructure sectors through a value add distribution model where it works with vendors such as IBM, HP Software and Allied Telesyn.
He said that with many companies entering the security market "distribution is becoming a bun fight" with margins suffering as a result. "Our aim is to sign security vendors that are not over distributed," he added.
CyberGuard has been in the UK since 1995 selling through 15 partners including resellers, system integrators and vendors.
The firm said that it will continue to supply these companies direct, but that new resellers in the UK will buy through sole distributor OpenPSL.
"Realistically we will be approaching between 400 and 500 resellers with the CyberGuard products," said Hume.
Andrew Clarke, managing director for EMEA at CyberGuard, explained that the firm chose OpenPSL for its logistical and value-add capabilities.
The vendor hopes to attract resellers selling into verticals such as government, finance, healthcare and retail.
"We are not interested in becoming over distributed and will not grow this tier of the channel in the UK," said Clarke.
"The deal only includes the UK but we are interested in expanding our relationship with OpenPSL across Europe in the future."
CyberGuard will provide technical, sales and marketing training with a formal certification due to be announced next month.
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