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22 May 2006
Samsung Electronics has embarked on an aggressive campaign to reduce Hewlett-Packard’s (HP’s) printer market share with the launch of a dedicated channel reward programme.
The Power Points programme, launched last week at Samsung’s quarterly reseller briefing, covers all Samsung product categories, but puts a particular emphasis on printers.
Anthony Lawson, Samsung’s IT division general manager, told CRN: “Print is not a new area for Samsung, but it is far wider than people give us credit for. We are looking to push our printer range a lot more this year.”
The programme awards Samsung’s partners with points based on sales performance, awarding bonuses on any cross- or up-sell activities. Points can be put towards benefits such as training and web site development.
Neil Berville, IT divisional director, Samsung Electronics UK, said: “Prior to the Power Points programme, access to funding was time-consuming and cumbersome. By formalising the process, we are providing our partners with more structure and rewarding the right partners.”
Last year, Samsung launched its Power Partner Programme (CRN, 26 September) and currently has about 500 resellers signed up. It is looking to increase that number to 630 by the end of the year. However, the Points programme is available only to 250 VARs and will be allocated on a first-come, first-served basis.
Martin Fairman, newly appointed general manager for Samsung’s print and fax division, said: “Resellers need more direction from manufacturers. I think Samsung is a good challenger to HP.”
Andrew Forsyth, HP Imaging and Printing Group (IPG) commercial business manager, said: “HP IPG provides the channel with what it needs; a market leading product portfolio, as well as a strong partner programme that offers VARs a real opportunity to develop their business. HP has worked with its UK channel partners for many years. It has built up trusting relationships and a legacy of experience.”
Chris Dassanayake, technical director at Samsung reseller Ollis Solutions, said: “I think HP has lost its focus on resellers, whereas Samsung is investing more and more into the channel.”
laura_hailstone@vnu.co.uk
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