Bay Networks dealer ECS has welcomed the vendor?s distributor accreditation scheme, launched this week.
Distributors last week questioned each other?s ability to pass the ESD (enterprise solutions distributor) accreditation, while praising the scheme?s stringency.
Resellers and distributors had pressed to extend accreditation to wholesalers, according to Scott Wakefield, sales and marketing director at ECS, a Bay enterprise solution partner.
?Bay?s scheme is one of the few accreditations which is worth the paper it?s written on,? he said. ?It has value because it is enforced and the customer can see it is not just a bunch of letters. The fact that distributors will have to pass high levels of testing will give dealers confidence to differentiate between the volume and value-add players.?
Bay?s four value-add distributors ? Anixter, Azlan, Persona and Unity ? have applied for accreditation and will have to provide at least one engineer at ?expert? level for network management, hubs, routers and switches. They must also be able to offer demonstration facilities, three dedicated sales people and a commercial business manager.
Mark Hyland, Bay UK distribution manager, said: ?This programme will not only revamp the value-add aspect, but enable our distributors to provide that level of service that other companies often lack.?
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