Silicon Graphics has appointed Northamber as one of two distributorsl distribution of NT workstations. for its first range of NT workstations, declaring it would be sold entirely through the channel.
Northamber will join Access Graphics, SGI's sole Unix distributor. Access, part of the GE IT Distribution group, will carry the NT systems alongside its Unix workstation range.
The move follows the disclosure by SGI last year that it would enter into alliances with Intel and Microsoft for a NT product, in a bid to bolster the company in the face of dwindling market share in the Unix area.
At the UK launch last week, Stuart Lanyon, UK channel sales manager at SGI, stated the vendor would establish a dedicated channel organisation to manage relations with resellers. 'It will provide support for new opportunities and accounts where we have no relationship,' he said.
Silicon Graphics sells 40 per cent of its Unix workstations direct and 60 per cent indirect.
Lanyon conceded that top accounts not wishing to buy their NT systems indirect was a concern. 'They may feel we are pulling away from our direct relationships with them. The relationships will still be there, but logistics, fulfilment and support will come from the channel,' he pointed out.
Loay Lawrence, marketing director of Northamber, said SGI's NT workstations complemented its existing lines. The distributor already sells Hewlett Packard, IBM and Fujitsu workstations.
The US workstation vendor is banking on a reversal of fortune with its foray into the NT market. SGI has suffered consecutive net losses in the past five quarters.
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