Security distributors and vendors have accused Stonesoft of using a
European Commission ruling over a distribution spat with rival
Check Point to further brand awareness and build market
share.
The EC ruling - which came after Stonesoft lodged a formal
complaint that Check Point was attempting to exclude it from the
market - has forced the vendor to clarify its channel policy.
In a statement, the EC said it was "concerned" Check Point had
warned "some" of its channel that they would no longer be supplied
with product if they continued to sell Stonesoft's competing
StoneGate firewalls and VPNs.
As a result, Check Point has been forced to write to all of its
channel partners and confirm it will not "condition the supply of
its products" or terms and conditions of supply. But UK-based
distributors and resellers contacted by MicroScope said they had
never experienced any sort of anti-competitive intervention from
Check Point.
Lisa Welberry, business development director of Reading- based VAR
and security provider Ultima, said her company had not been
threatened by Check Point and there was little demand in the UK for
Stonesoft. "Customers are getting more knowledgeable and ask
specifically for Check Point - that's never been the case with
Stonesoft," she said. "This case has certainly raised Stonesoft's
profile."
Bernie Dodwell, marketing director at security distributor Allasso
- which partners with both Check Point and Stonesoft (though not on
the StoneGuard product range) - asked, "why pick on Check
Point?"
He added that resellers and distributors sold competing products
such as Cisco's PIX range, and Cisco had not complained of
anti-competitive practices.
Dave Ellis, director of e-security at Unipalm, said: "We sell Check
Point because we have a policy of offering best of breed."
Esa Korvenmass, president and CEO of Stonesoft, denied the company
was using the EC's ruling as a marketing opportunity. "We did this
for business reasons and to make sure we were not blocked out from
distribution channels."