3Com will bring together its channel programmes and consolidate responsibility for all of its UK business partners into a single business unit under one manager.
From 1 June, Kevin Vine, UK general manager of SME, consumer and distribution business at 3Com, will also oversee the vendor's programmes for networking and systems integrators.
Mario Dimascio, who as partner sales manager supervises 3Com's integration partners, has been promoted to EMEA sales manager for pan-European systems integrators.
Speaking exclusively to PC Dealer, Vine said: 'Bringing the divisions under a common umbrella is a sign of 3Com's channel programme reaching maturity. Through acquisitions and other events, we've had different areas focusing on different parts of the channel, but now it's time to bring them all together.'
He added: 'We need to focus more on emerging areas of the channel such as partnering with carriers, including Cable & Wireless. We also need to improve demand creation and increase the visibility of 3Com among the resellers that have been hidden from us below our distributors.'
Vine said this would involve introducing improved Web-based support for resellers and appointing extra sales staff.
He moved quickly to assure distributors that 3Com's plans to take a more active role in demand creation would not see their promotional funds slashed.
But Vine confirmed: 'We will take a more focused approach in allocating the funds, rather than just throwing money at distributors like we did in the past.'
3Com has cut the numbers in its advanced solution provider (ASP) programme.
ASPs are 3Com's top-tier partners that commit to achieving a minimum level of 3Com core product business each year in return for special privileges such as exclusive and subsidised technical and marketing support.
Vine said: 'We announced a year ago that we were reducing the numbers of ASPs so we could improve our support for them.'
The final list of less than 15 ASPs is expected to be unveiled this week.
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