Internet infrastructure company Verisign will move to a direct sales model once its London office opens later this month.
The firm works largely with systems integrators and service providers. Its security products include secure remote access and secure business application integration.
The firm said establishing a UK office would allow it "to bring fully localised digital trust services direct to UK customers".
VeriSign's retreat from the channel comes when Geotrust, one of its rivals, is looking to enter the European market with a 100 per cent indirect strategy.
Bob Tarzey, services director at analyst Quocirca, said the sales model was less important than the level of expertise demonstrated by the vendor or its partners. "You need to be quite expert to sell [these services]," he said.
Greg Carlow, managing director of VAR Repton, which was previously Verisign accredited, said: "Public Key Infrastructure has never really taken off. We let it drop because it will never take the world by storm."
Ian Kilpatrick, managing director of Wick Hill said: "There are plenty of VARs that have stronger relationships with customers and that offer more than a single solution. This reality will hit the firm within 18 months."
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