Weary dealers have accused 3Com of changing the rules after learning they will have to pay thousands of pounds to qualify for its latest accreditation programme.
The accreditation programme splits resellers into systems partners and advanced systems partners. It is believed to be the first 3Com programme to restrict product supply.
One dealer was tired of constantly changing policies. 'This scheme is good in that it will restrict product to those capable of selling it, but why couldn't 3Com do that a year ago when we signed up to be a premier partner?' he said.
Another did not trust the volume-dependent 3Com to keep product restricted.
Maitland Hyslop, general manager at 3Com Var GNC, welcomed the scheme, but said: 'The rapidity of change in partner programmes does little for the building of long-term relationships.'
3Com marketing director Mark Hollister would not reveal details but said dealers that did not sign up to the programme would not have access to product. 'We will be looking to recognise skill sets,' he said.
The vendor has also restructured its systems sales team, following the departure of two key sales managers. Direct Touch major accounts team head Maggie Morrison left two weeks ago for Cisco, and systems integration team head Sorcha Dowdall left over targets. Their departments have been grouped with the education sector and telco team in the systems sales business unit, headed by former telco team head Nigel Oakley.
A source close to 3Com said the restructure was a direct result of Morrison and Dowdall's departure. Hollister denied this, saying: 'They did not want to be part of the new structure.'
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