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04 Jun 2007
Abtech has become the latest VAR to adopt a hybrid channel model after inking its first distribution alliance.
The Red Hat reseller has been tasked with building a UK channel for content management vendor Xythos and is open to acting as a distributor for further niche vendors.
Nigel Wright, UK sales director at Abtech, said: “This agreement takes us further up the tree by giving us more ownership of the product. It will require investment, but it’s not a big leap for us. If the opportunity arises we’ll take on more vendors. They would have to have been successful elsewhere and within our knowledge base.”
Wright stressed that Abtech will pass all opportunities with Xythos through the channel to avoid potential conflict with its direct activities.
“We’re not looking to recruit more than 15 resellers because we don’t want a price-war situation,” he added. “We’re looking for systems integrators and experts in content management, email and storage.”
However, Mike Trup, managing director for Red Hat distributor and Abtech supplier Interactive Ideas, said: “Many resellers have tried distributing niche products but it’s very rare that they’ve succeeded. The cultures of resell and distribution are quite different.”
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