Audiovisual (AV) vendor ViewSonic has axed distributors from selling its projectors, a move that coincides with the launch of its first European reseller programme.
Earlier this year, ViewSonic revealed it was looking to make significant cuts to its UK projector distribution channel (CRN, 22 May), and will no longer work with Maverick, Imago, Ingram Micro, Northamber and Micro Peripherals.
With the launch of its European partner programme, ‘Go Partner’ last week, Richard Millar, regional director UK and Ireland at ViewSonic, said: “We are going direct to specialist AV resellers with our projector business, to build up the brand and market.
“We still work with Ingram, Ideal and Northamber for our monitor business, and we will work with Micro P in the TV sector.”
Millar said the ‘Go Partner’ programme will ensure ViewSonic gives better service to customers, while resellers will have better access to product information.
“The programme will improve resellers’ ability to work with us and is another string to our communications bow,” he said.
“There will be a monthly newsletter, online demo products at a discounted rate, product information to help resellers understand the technology, promotions and incentives.”
Millar said the ‘Go Partner’ programme introduces three levels of accreditation: Business, Enterprise and Premiere Partners.
“We have 190 to 250 trading partners in the UK and we want to grow this by geography and vertical markets,” he added.
Jon Sidwick, managing director of former ViewSonic projector distributor Maverick, said: “ViewSonic changed its projector distribution policy to go direct to resellers because it was struggling to make an impact with its previous distribution strategy.
“Partner programmes are always good for vendors to form closer ties with resellers, but ViewSonic needs to provide strong reseller support to improve creditability.”
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