Pinnacle Systems will step up its dealer expansion programme after claiming its channel strategy has paid off, a year after distributors accused the video editing software vendor of over-distribution.
Over the past year, Pinnacle has moved from two to six distributors - Ingram Micro, Computer 2000 and two photographic distributors have joined Imago Micro and Principal - to increase penetration across retailers.
At the time, distributors accused Pinnacle of 'trying to walk before it can run' by bringing in additional distributors before a substantial dealer base was in place.
But Dave Askew, Pinnacle's regional manager for northern Europe, claimed the strategy had been a success.
'To an extent the complaints were justified, but our mid-market dealer base has grown by 100 per cent over the past year. In addition, we have taken on about 500 independent resellers and are in a further 500 multiple stores, including PC World, Comet and John Lewis,' he said.
Askew attributed growth in sales to the commoditisation of Pinnacle's lower-end products, retailing for less than £200, and said the company was looking to take on another 30 partners by the end of the year. 'We have a good core of resellers but the market is becoming even more commoditised and we need more breadth at the lower end,' he added.
Nicolas Jouan, product manager at Imago Micro, said: 'Pinnacle has addressed the issues in a professional manner and is dealing with our queries in a prompt way.'
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