NEC claims channel U-turn will help partners

Wallis: Previous relationships were sending conflicting messages to the channel.

NEC Computers has insisted the reason behind its channel about-turn is to align with partners rather than compete with them.

Over the next three months, the vendor plans to sign one distributor, reverting back to the two-tier model it had in 2006. It previously worked with Midwich and Interface, but parted company with both firms.

Rick Wallis, newly appointed UK sales director at NEC Computers, said: “The relationship with Interface ended because the 50 per cent direct and 50 per cent indirect model was sending conflicting messages to the channel, and Midwich decided it wanted to focus solely on NEC’s audiovisual equipment.

“Previously NEC Computers was not completely committed to its channel and the 50/50 approach was not sending the desired message,” he admitted. The firm will now sell its range of desktop PCs, laptops, servers and storage products via partners.
The vendor plans to increase its VAR community by 100 in the next year in sectors including healthcare and the media, to add to its stronghold in the education market.

However, Lee Bevan, managing director of education VAR Leapfrog Computers, said it had received negative feedback from its customers when selling NEC Computers’ PCs.

“Value add is very important, and our customers said NEC Computers was not very helpful when their PCs stopped working,” he said. “LeapFrog would consider signing with the vendor now it is 100 per cent channel; however, I would have to see its procedures and warranties in black and white first.”