Networking vendor Banyan will dump about 10 distributors across Europe by the end of the year, as it moves from country-specific distribution to a pan-European model.
The firm plans to have only two pan-European distributors and is negotiating with several partners for the second place, the first having been filled by Dutch distributor Netpac.
Banyan's two UK partners, Sphinx Level V and Raab Karcher-owned Transformation, have already been phased out in favour of Netpac, with Sphinx' agreement ending two days ago.
Rob Dorpmans, Banyan UK country manager, denied the downsizing signifed a lack of channel commitment. 'We are still reseller intensive, and need their knowledge of the technology. But with the moves towards electronic distribution and the ability of dealers to download from the Web, the need for warehousing is decreasing,' he said.
Anita McCabe, marketing director at Sphinx, said Banyan was not a market it wanted to pursue. 'In UK terms, the Banyan market is not growing for us, so it was a perfectly amicable split.'
Dorpmans said it would be six months before a decision was made on the second pan-European distributor, but it is understood Azlan has been in discussions with Banyan. Any partner is likely to be able to handle both enterprise and Intranet network products, as the vendor believes the two markets will converge.
The firm will introduce a partner programme at the end of the year. It will offer a fine-tuned marketing development and co-op fund programme and early access to products to ensure full training and demonstration opportunities.
Banyan will recruit dealers and premier network integrators (PNIs). The firm deals with three PNIs direct in the UK and plans to sign another five within the next six months. It will recruit five resellers to join the existing eight to 10, which sit under the distribution umbrella.
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