Fore Systems is bidding to raise the stakes in the ATM industry with its new ATM Partner Programme. Marketing director Chris Unsworth said: "We decided that the ATM market had become mature enough to merit a more formalised channel strategy. For the first time we will introduce a two-tier partner model with the recruitment of value-added distributors.
The two-tiered approach will differentiate partners by products and technical capabilities."
There will be five levels of partner within the programme. Solution Partners will sell Fore's non-ATM ranges, Premier Partners (LAN) will supply LAN solutions at campus and departmental level, Premier Partners (WAN) will focus on backbone level LANs and WANs. Enterprise Partners will sell all Fore products across both LAN and WAN environments. Enterprise Plus Partners offer the same as Enterprise Partners, plus integration and support.
Unsworth believes that ATM's dedication to the ATM market set it apart from other more broadly-focused networking vendors. He said: "Bay has lost the plot. 3Com and Cisco are at least on the way to ATM compliancy." Fore is set to announce a pan-European distributor within the month.
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