InTechnology has completed an internal restructure to simplify its sales process for resellers.
The distributor has spent the past few weeks tweaking its new strategy, which will provide resellers with a single point of contact for all its product sets.
Mark Jarvis, divisional director of marketing at InTechnology, said: "There are two main reasons behind the reorganisation, as well as to offer an improved service to resellers. We wanted to provide a single sales point of contact and be able to leverage whatever part of the business resellers want to access," he said.
"Lots of resellers have been with us for a number of years on the storage side, but now many want to access security and managed services, and this will help them do that."
Jarvis said the firm had not taken on any more staff, or made any redundancies, but the sales team has had to go through a training exercise to brush up on areas of the business they were less familiar with.
"Our sales people also have a team of specialists they can draw on for particular product areas as an extra layer of support," he said.
"In the past, the way we were structured was vendor-driven, with product and sales specialisation focused around one particular product, but this restructure also allows our vendors to grow their sales footprint," he said.
Andy Griffiths, business development director at VAR Q Associates, welcomed the changes.
"We have worked with InTechnology for a number of years. As with any organisation, they need to evolve. There are many different facets of InTechnology with its product lines and services division, and they need to understand our business as well.
"Having a single point of contact means we are able to work more closely together," he said.
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