The vendor has a three-pronged route to market: it operates an OEM channel, with vendors such as Dell and Hewlett-Packard; it is resold by Dell; and it uses traditional resellers.
However, George Symons, chief executive of Yosemite, said: “We want to leverage our OEM relationships more and we are also looking to recruit more solution provider partners. We want to attract outsourcers, consultants and services VARs.
“VARs will always have trouble against Dell’s pricing. So we want solutions-orientated VARs that can deploy a whole network infrastructure and manage the environment. They are less likely to come up against Dell.”
Terry Wright, sales director at Yosemite distributor SoftAssure, said: “Dell has always been a reasonable sized partner for Yosemite, but we find that lots of end-users don’t want to buy from Dell because they need the added services that VARs can offer.”
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