Datrontech will push its server ranges towards more specialised dealers, with an authorised reseller programme for small to medium-sized Vars.
The programme, aimed at resellers selling the Pyramid UK NT and Unix servers, as well as its own server ranges, will allow Vars access to marketing funds, loan demonstration equipment, training and use of Datrontech?s demonstration centre.
Currently, between 25 and 30 Vars are members of the scheme. Andrew Humphries, divisional manager at Datrontech client/server, said: ?We want resellers with specific vertical skills or horizontal software markets.
?Server products can easily become overdistributed, which squeezes margins down. Specialisation is the key.?
He stressed that although there is an accreditation scheme in place, ?it isn?t too strenuous?.
?Although Siemens-Pyramid has huge market share in Germany, it?s still relatively unknown in this country. Because we are a value-add distributor, it?s our role to teach resellers about these companies, and show them how to add value,? said Humphries.
?We can provide many of the functions distributors usually look to resellers to provide.?
Datrontech is the first server distributor for Pyramid UK ? a Siemens Nixdorf subsidiary which markets NT and Unix servers.
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