Samsung Electronics is looking to recruit an additional 250 resellers to its Power Partner Programme (PPP), following its launch last year (CRN, 26 September).
“In the UK we probably trade with about 5,000 resellers over a year, but only 700 of those are active resellers. To date we have signed up 450 resellers to the PPP but realistically we’d like 700 resellers on board,” Neil Berville,
divisional director of Samsung’s IT products division, told CRN.
Berville said potential VARs need aggressive turnover ambitions and must be clear about their target market.
“It’s more about the fit with us and our products, which is where vertical markets come in; education, finance and retail are strong markets for Samsung,” he said.
The programme has no tiers, he continued: “All resellers are treated in the same way – size doesn’t matter. Our challenge is to get resellers selling across all three of our product categories: print, display and mobile PCs.”
Samsung has 11 account managers that work with resellers across the UK. The vendor also created a tele-marketing team last September.
“They generate leads for resellers and focus solely on generating new business. What we do differently from other vendors is that we will drive business for the resellers. We do not sell direct,” said Berville.
Paul Standen, director at reseller AM4 Group, said: “We joined the PPP scheme last year. It’s a well structured programme and Samsung actually
listens to resellers about what the best route to market is for their products, which is refreshing. Seven hundred resellers is a big amount, but it’s just an objective and even if Samsung do reach that amount then there’s no telling that the majority will still be there in 12 months time.”
David Gould, trading director at PC World Business, added: “It really doesn’t matter how many resellers are signed up as the scheme provides a level playing field for the cream to rise to the top.”
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