RSA Ceases Direct Sales To Solution Providers

Instead, RSA plans to sell its wares to VARs through distributors. The move is effective March 1.

By using a two-tier distribution model, the Bedford, Mass.-based security vendor can get products to partners quicker, Gosselin said. "You know we're not in the shipping business. RSA's core competencies are not entering orders and shipping products,” she said. “Rather than invest in our customer order and shipping department, RSA is investing in new channel initiatives."

Some VARs, however, expressed concern that by not being able to buy direct from RSA, they will get a smaller credit limit through distributors, which would limit how much product they can get at one time.

Thomas Gobeille, president and CEO of Network Computing Architects, a Bellevue Wash.-based solution provider, said it’s inevitable for vendors to move to a two-tier distribution model as those companies grow, but his company is growing as well.

"With growth comes larger purchases that require higher lines of credit," Gobeille said. "If RSA can keep adding distributors, then we can keep growing."

RSA will be selling its wares to VARs via distributors Ingram Micro, Westcon and Tech Data, and partners should be able to leverage the credit lines of those distributors so they don't encounter financing problems, Gosselin said.

"Over a certain amount, distribution wants a personal guarantee. As these challenges come up, RSA will be working closely with our partners to resolve them," she said.

Other VARs said they’re more concerned about competing with solution providers that may lack the specialized training to be selling RSA products and can now buy them through distributors.

"If they police it, I'm behind it," said Tim Hebert, COO of Atrion Networking, a solution provider in Warwick, R.I. "Through distribution, RSA can deliver products faster, and that's a good thing."