FVC and Websense relationship ends in divorce

KSA distribution partnership brought to a halt after just eight months

Tags: Barracuda Networks IncorporatedFVC - First Video Communications IncorporationGoogle IncorporatedSaudi ArabiaWebsense Incorporated
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FVC and Websense relationship ends in divorce Dharmendra Parmar says FVC will now focus on solutions offered by vendors such as Barracuda and Google after splitting with Websense in Saudi Arabia.
By  Andrew Seymour Published  May 26, 2010

Internet security vendor Websense and its distributor FVC have called time on their alliance in Saudi Arabia less than eight months after describing their pact as a "win-win" partnership for both companies.

FVC announced it had been awarded the rights to distribute Websense's security solutions in KSA in mid-October last year, revealing that it intended to expand the vendor's enterprise reach through its channel network in the country.

Stephen Grey, regional manager at Websense, said at the time: "FVC is a great fit for Websense because it has excellent business and technical skills, strong geographical coverage and established relationships with resellers within the Kingdom of Saudi Arabia."

It appears, however, that the initial positive sentiment fizzled out quicker than the pair would have liked, with FVC confirming last week that "there has been changes".

Dharmendra Parmar, general manager of marketing at FVC, insisted the decision to split was mutual, and confirmed that the distributor now planned to focus on similar solutions offered by its existing vendor partners, rather than sign a replacement for Websense.  

"Several of our vendors like Barracuda and Google, who have been our valuable partners for a considerable amount of time, are delivering new products and enhancements in the same field," explained Parmar. "These solutions result in a greater end-to-end value proposition for our partners and customers leveraging investments in training, products and relationships."

Websense's strategy for the Saudi market remains unclear. The company did not respond to requests for clarification of the situation.

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