The network systems division of US Robotics is expanding its corporate Var programme into a three-level accreditation scheme in preparation for a wider assault on the mid-range market later this year.
The firm will launch a scaled-down version of its Total Control remote access hub aimed at branch office-sized sites at the end of February. The video recorder-sized boxes will come in eight-port and 16-port variants, and compete against products like Shiva?s Lan Rover. Prices will start at #1,000.
?This is a different magnitude of sale from our big ticket Total Control systems, which sell into the corporate head offices and ISPs,? said channel sales manager Kevin Vine.
?Consequently we need to open up the channel to let more resellers benefit from the range, but without expecting them to have the financial commitment our top Vars give us.?
USR will continue to have a top level of 12 corporate Vars, now called Total corporate resellers, which achieve volume rebates on annual sales over #500,00. They also have a dedicated account manager at USR and receive co-operative marketing funds based on sales levels. The resellers are expected to invest heavily in sales and engineering staff with USR training.
There will be two new levels: Total system and Total product resellers, that will have different levels of staff investment ? two engineers and trained sales staff in the case of the former, and one engineer in the case of the latter ? and will have no specified sales targets.
Fulfilment for all three levels of reseller will continue through the division?s premier distributors: Globelle (formerly GBC), Datatec, Logitech and Persona. A fifth distributor, Data Translation, was dropped last year after it was acquired by ETC. Vine said there are no plans at present to replace it.
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