Internet infrastructure company Verisign will this week confirm that it is to move to a direct sales model once its London office opens later this month.
The firm works largely with systems integrators and service providers in the UK.
Its security products include authenticated e-forms, secure remote access and secure business application integration.
The company said that the move was in keeping with its expansion strategy, and that establishing a UK office would allow it to "bring fully localised digital trust services directly to UK customers".
VeriSign's withdrawal from the channel comes at a time when one of its growing rivals, Geotrust, is looking to enter the European market with a 100 per cent indirect strategy.
With predictions of huge growth in the e-commerce sector from internet research agency eMarketer, the managed web and enterprise security services market is expected to see significant improvement.
Bob Tarzey, services director at analyst Quocirca, said that in this area 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.
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