The vendor admitted that its CDP Select Partner programme currently houses a small number of partners in the UK, including five active partners. However, the vendor aims to increase that figure to 10 by March.
John Milner, channel sales director at Atempo, said that despite its acquisition by Storactive in March this year, it will still maintain its single-tier channel structure.
“We don’t want more than 10 partners in the UK, because the CDP market is still relatively new and we want to retain margins,” he said. “Distribution isn’t right for us at the moment. It’s a real ‘solution sell’ and increasing the number of levels in the sales chain can influence margins.”
Milner claimed that by selectively increasing numbers, the vendor will be able to provide long-term rewards for its resellers and end-users.
“The CDP programme is sufficient for an increase in our partner numbers,” he added. “CDP is not an easy sale for partners though, because a lot of vendors are beginning to jump on the CDP bandwagon.”
Ross McCarrol, technical account manager at Atempo channel partner hps, told CRN that a partner expansion would not lead to increased VAR competition for sales.
“The opportunity for CDP technology is large, because it applies to all firms, especially those with remote workers,” he said. “An expansion of up to 10 partners is good, because the faster we can spread the Atempo name, the faster people will see the benefit.”
>> Further reading:
Next-generation cybersecurity is rumoured to have hired Goldman Sachs as it gears up for going public, according to Reuters report
Cisilion's Hannah Cunningham gives a shortlisted finalist's view of last week's Women in Channel Awards
Chinese cloud vendor ramps up its European presence with two London datacentres
A director at an industrial supplies company based in Cornwall reveals his dos and don'ts when it comes to how IT suppliers deal with his firm