Silicon Graphics (SGI) has set up its first reseller accreditation programme in an attempt to avoid conflict within its own channel.
The high-end graphics specialist has traditionally been a direct sales-led organisation, but said that 70 per cent of its business is now going through the indirect channel.
The accreditation programme is called Silicon Pact (programme for accreditation and certification training) and goes live on 1 July.
It has three levels: Certified, Gold and Platinum. Of its 250 resellers, SGI hopes that between 150 and 160 will become Certified; 60 will become Gold accredited resellers; and between 10 and 15 will gain the Platinum status.
John Parkinson, SGI UK channel manager, said the accreditation programme is intended to help resellers that want to add value, not just those shipping in volume. ?We want to avoid a situation where our Vars are being undercut by volume resellers, we want them all to be focused on adding value for the customer.?
Silicon Pact will also offer a dedicated reseller telephone support line and marketing funds. Dealers signing up for the accreditation scheme will be able to backdate their marketing funds to the start of the quarter when they begin their training. The accumulated marketing funds can be used to pay for the courses.
Two weeks ago, SGI saw its profits drop by 80 per cent to $10.5 million while turnover increased by 34 per cent to $909 million for its third quarter, ended 31 March.
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