Compaq has made its first move to clarify the channel strategy for its high-end Himalaya servers, after launching a Var recruitment drive to expand sales into previously uncharted territory.
It has begun by signing recent startup Sionet International - a band of ex-Tandem directors - as the first UK reseller to carry the entire NonStop Himalaya server product range, and will announce two more partners by August.
Compaq previously sold the system predominantly direct or via large-scale systems integrators. But it is seeking to penetrate the government and telecoms sectors by signing partners to take it into the e-business market.
Dave Russell, product marketing manager for NonStop systems at Compaq, told PC Dealer last week: 'Sionet lives and breathes as a reseller of NonStop Himalaya integrity and cluster products. It will focus on the government sector to begin with. We want a small number of resellers to focus on specific areas of expertise.'
Charles Brodie, chairman and chief executive of Sionet, said: 'We will work with Compaq as part of a complementary plan within its Himalaya strategy. Once we are successful in government, we will assist in other sectors as agreed.'
Sionet International was founded in January by three former Tandem UK senior managers specifically to address the NonStop market: Brodie, Michael Crosby and Alan Mushett.
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