Sun has surprised the channel by naming Allasso as its latest distributor, in a move to reach more resellers and support its billion-dollar European channel push.
The specialist security distributor will add the Sun iForce mid-range general-purpose server to its portfolio.
Allasso was seen as a complementary partner because of its relationship with security value-add resellers as well as its niche skills set, said Sun.
The distributor adds a new dimension to the Sun's distribution tier, according to Chris Safas, sales manager for enterprise channel partners at the vendor.
"We will reach new resellers as well as offer new services to existing partners through Allasso," he said.
The iForce's compatibility with software from Check Point was key in Sun's decision to choose Allasso. "We want to develop a server appliance with security built in, and Allasso offers us capabilities in this area."
Colin Macadam, European operations director at Allasso, confirmed that the companies are in discussions about the distribution of the appliance across Europe.
"We are looking at all the elements needed for value-add distribution of this product, including sales, technical and marketing support," he said.
This follows Sun's recent announcement that it will create $1bn worth of new business through the European channel over the next three years. Allasso will give Sun Access to about 6,000 resellers across the continent.
Simon Welch, marketing director at Sun distributor Clarity, said any move to increase the profile of Sun in the mid-market would be good news for the channel.
"The products [that Allasso will distribute] are aimed at customers that are not familiar with Sun and so it will support the vendor in reaching a wider customer base," he added.
Sun already sells through distributor InTechnology, which is in the process of acquiring Allasso.
The distributor's shareholders meet in Germany today to vote on the proposed take-over by InTechnology.
One source close to the company said the deal is expected to gain the support of at least 95 per cent of shareholders. But under German law small shareholders have a major say, he added.
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