Terminal vendor Wyse has side-stepped the volume channel, and signed Kerridge Networking as the first value-added distributor for its Winterm range.
Existing Wyse terminal distributors Frontline, Metrologie and Logitek will not initially be selling the terminals, which connect directly to a Windows NT server and display NT on the desktop.
Wyse is looking to sign a second value-added distributor for the product and is currently in negotiations with Logitek.
The company's marketing director John Cummins said Winterm distributors needed to be 'market makers' that could develop the market for what Wyse claims is an entirely new class of product.
Priced at around u500, the Winterm is aimed at the desktop PC market and displays NT in real-time. Data displayed on the terminal is stored on a server running Winframe and displayed remotely.
Logitek marketing manager Jeff Harris said that he was unsure whether the Winterm was ready for volume sales. But he said he recognised the terminal's potential and was in dialogue with Wyse about whether to sell it.
'We need to get a better idea of it' he said 'But we are hearing lots of good things.'
The cost of ownership of a 15-user NT network can be halved using Winterm terminals, according to research carried out for Wyse by market research firm Zona.
The research said that the initial cost of the network is higher with Winterm, because the terminal needs a more powerful server, but that maintenance costs are cut in half over five years.
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