Digi International European MD David Allen wants more contact with both dealers and users, but is promising to adhere to a strict two-tier channel model.
The firm is planning to launch a certified reseller programme in January in a bid to gain a closer relationship with its dealers.
Allen, who joined the firm a month ago, said: 'Distributors and resellers should not be concerned that we are going to change our channel structure.
But from January we plan to offer support and co-operative marketing assistance direct to dealers, rather than through distributors.'
Digi is also recruiting a lead generation team and will market directly to users as well as supporting them direct.
'I understand that dealers get twitchy when vendors make plans like this,' said Allen. 'But we simply want to improve relationships at all levels, and I believe our resellers know us well enough to trust us.'
Allen said he wants to end the situation where Digi walks away from users that deal with non-Digi resellers.
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