Intranet company Attachmate has upgraded its top Var, Ethan Adams, to specialist distributor for its KEA! DEC connectivity product range.
The move follows Volante's appointment last month as distributor for Attachmate's remote Lan node range and continues its migration from broadline distributors to niche specialists, which began a year ago with the Kerridge signing.
Attachmate is seeking a further four niche distributors to handle its AS400, Unisys and X!Windows products. Two partners are expected to be announced within the next three weeks.
Graham Jones, Attachmate MD, denied that the specialist distribution policy would harm broadline distributors. 'Front-line and Azlan are very good at creating demand in the channel and we remain committed to them,' he said. 'However, Attachmate has quite distinct product ranges and the specialist distributors are needed to create new interest and make new markets for us.'
The vendor is also expected to announce 10 Attachmate specific Vars at the end of June to coincide with the Networks 96 show.
The Ethan Adams signing brings Attachmate's two-tier business to 20 per cent. Jones expects the next four distribution appointments to bring this figure well over the company's 30 per cent target.
The moves coincide with the launch of two Attachmate products, the 32-bit DEC TCPIP and the Emmissary Intranet range.
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