RSA Security has signed up Allasso as its distribution partner after terminating its contract with Unipalm.
But Richard Turner, EMEA channel director at RSA, hit back at claims that the vendor's product range did not allow for any value-add services.
He said that the importance of value-added services was key to its deal with Allasso. "We served notice of termination of contract on them (Unipalm) last week as we were looking for a more progressive company to deal with.
"The channel is fundamental to business and our UK distributor will always have a large proportion of its earnings based around value-add."
Bernie Dodwell, business development manager at Allasso, said: "It is a very strange decision for Unipalm to cut off 20 to 30 per cent of their revenue. It opens up a very big door for us."
Fears surrounding the safety of e-commerce transactions has seen the security market expand at between 150 and 160 per cent per year, in a shift away from the niche market and well-established in the mainstream.
Dodwell said Allasso had been signing up resellers at a rate of about 10 a month, but it expected this figure to increase substantially over the coming weeks. "We now have a complete security solution as a result of this deal. It fills a large whole in the company's portfolio," he said.
Meanwhile, Unipalm is said to be extending agreements with rival vendor ODS, which specialises in intrusion detection and provides its own consultancy and services.
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