Distributors in Microsoft talks

The three broadline distributors whose Microsoft Authorised status hangs in the balance are holding frantic talks with the software giant.

Microsoft has said it will cut one of its three broadliners : Ingram Micro, Computer 2000 (C2000) or Bell Microproducts in six months, after the vendors’ recent expansion of its Authorised distribution channel (CRN, 30 October). It has increased its coveted Authorised distribution partners by six, bringing the total to 12. However, speculation is rife over which broadliner will be cut.

A source who asked to remain anonymous told CRN: “We’ve been told that Ingram Micro is most likely up for the chop. Ingram will now go on a volume sales drive.”

However, Bhavesh Patel, commercial director at Ingram Micro, hit back.

“Recently we held a number of successful events to provide resellers with training on the upcoming Vista and Office releases,” he said.

“This is a good example of the focus we have on the metrics that Microsoft is prioritising.”

All three broadliners met with Microsoft last week to discuss the criteria it will use to judge their performances over the next six months.

Steve Haddock, partner group manager at Microsoft, told CRN that yield will be noted more than simply market share or revenue.

Richard Love, director of marketing at newly appointed Microsoft Authorised distributor Computers Unlimited, told CRN: “Waiting six months will guarantee Microsoft maximum sales performance during the release of Vista and Office.”

>> Further reading:

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