Compaq has launched a Web-based project and tools to provide support for its channel in an attempt to allay fears about the PC vendor?s direct sales operation.
The manufacturer hopes to use the scheme, intended to enable dealers to provide their customers with product information and quotes, to plug efficiency gaps in its strategy for the PC market. The scheme will be used alongside Compaq?s existing build-to-order programme and EDI links with purchasers.
David Petts, UK national sales manager for channel sales at Compaq, said: ?There is no field sales service at the moment to help the small and medium customer.? He pointed out that this is where dealers could pick up the business.
The Web tools include a product configurator, a product guide with internal price and marketing information, quote builder and lead management system.
Petts insisted that the scheme was not a purchasing tool, but ?a sales support tool?, for exclusive use by the channel on a sub-section of Compaq?s Web site which they can access by pin number.
?If the channel partner knows the customer?s requirements, it can use this tool to guarantee it will work and will be available,? said Petts.
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