Storage vendor Tandberg Data will now allow its top-tier Platinum resellers to sell services direct to end-users.
Under its Tandberg Data Storage Partner Programme, Platinum partners can now, after successful completion of a four-day training course, offer services such as consultancy and maintenance directly to end-users. Previously they had to do so through third-party provider Anacomp.
Gary Preston, managing director for north and south EMEA, told CRN that VARs need to make more revenue through services.
“This gives Platinum VARs the ability to move from an indirect services touch model to a direct one,” he said. “They no longer have to offer services through Anacomp.”
Tandberg said that while its other three tiers of partner – Gold, Silver and Authorised – will not be restricted from offering services to end-users, they will still be required to offer them through Anacomp.
“Our other partners can still offer services, such as a four-hour response contract, but through a third-party service provider,” Preston added.
Andy Cordial, director at storage manufacturer and distributor Origin Storage Solutions, said that Tandberg’s addition of services to its Platinum tier is a good move.
“This will give partners at lower levels the incentive to reach up for the Platinum tier,” he said. “Most resellers have the ability to provide services directly. The need for third-party service providers, such as Anacomp, is beginning to disappear.”
Last year, Tandberg embarked on a reseller recruitment drive and revamped its channel programme to gain greater traction in the market (CRN, 20 June 2005). This move saw its top two tiers of partners gain the addition of benefits, such as deal registration.
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