Internetworking vendor ACC UK has signed distributor Data Connectivity and launched an accreditation programme for networking specialists as it moves to a two-tier system.
Its Accolade programme will be piloted in the UK and rolled out to Europe and the US.
Although Toplog also handles ACC products in the UK, Data Connectivity will initially be ACC's exclusive Accolade partner. A third distributor will be appointed within three months. ACC wants 50 per cent of its European business to go through a two-tier channel within 12 months.
ACC UK sales director Tony King said: 'Accolade requires detailed technical knowledge. Other distributors will be given time to get up to speed.'
ACC plans to recruit 25 Accolade Vars on top of its 50 non-accredited Vars. It is also looking for four Var partners and two systems partners to deal direct. The Var partners will be pure networking specialists, while systems partners will have a wider product base.
The Accolade programme will cost about u5,000 for demonstration kit, training and stock commitment. Accolade partners will receive marketing and underwriting aid and co-op funds. These funds will be two per cent for distributors.
King said: 'We expect that distributors will make over u1 million in fiscal 1997, with Vars making at least u100,000.'
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