Security vendors Secure Computing and CipherTrust have both hailed their surprise merger as beneficial to their respective reseller partners, but admitted that there is still “some work” to be done in terms of distribution.

As revealed by CRN Online last week, acquisition-hungry Secure Computing snapped up messaging security vendor CipherTrust for $273.6m. The acquisition comes less than a year after Secure Computing scooped rival CyberGuard for $295m. However, Secure Computing operates a two-tier strategy, while CipherTrust works directly with its partners.

Andrew Clarke, vice-president international marketing at Secure Computing, told CRN it is important the channel is involved from the start.

“The first thing we did was send a mass communication to the channel outlining what we had done and why,” he said. “We did the same thing after we acquired CyberGuard. It’s our job to make sure we support our channel.”

Clarke added that the firm has 90 days before the merger is completed.

“Typically, it’s the distribution side that’s going to be the most challenging to sort out,” he said. “On the reseller side, both sides will find something new to take to their customers.”

Oliver Carter, EMEA channel manager at CipherTrust, said: “There is a lot of excitement among our partners about being able to cross-sell. There is a difference in channel strategy, because we haven’t used distribution, and there is work to be done.”

However, Carter stressed that any Secure Computing partners that are looking to sell CipherTrust’s appliance will have to complete a rigorous certification process. “It will take accreditation and time,” he said. “Partners have to earn their margin.”

Duncan Hume, security divisional manager at Bell Microproducts Europe, one of Secure Computing’s two UK distributors, welcomed the move.

“It adds another piece to the jigsaw,” he said. “But I’m not sure how CipherTrust will handle the channel. Will it continue its current structure, or will it go through distribution?”

Mark Heather, managing director of VAR Evolution, which partners with both vendors, said he welcomed the move, provided that the channel is policed correctly.

“Secure Computing made a good job of integrating CyberGuard,” he said. “But the problem we have found in the past with other vendors is their product suddenly becomes available to the masses, which haven’t gone through certification training. We don’t mind competition, as long as it’s a level playing field and new partners get the necessary accreditation.”

sara_yirrell@vnu.co.uk