Systems reseller Information Support Limited has become the first Data General (DG) distributor since 1994 after the manufacturer decided to re-introduce a two-tier reseller channel and increase its indirect sales. DG has also promoted Asia Pacific VP Stephen Baxter to European general manager and VP. Baxter will be based in the UK.
The company chose ISL over more established systems distributors when searching for a distributor last month (PC Dealer, 6 March), said UK general manager Jerry Crook. 'ISL had no set allegiances so it was willing to commit to DG. In return we'll push all but our direct Vars through ISL.'
Crook said DG will create demand with its Intel kit and work closely with ISL to enrol indirect Vars, although DG has hit its recruitment target of 10 in the last six months. 'ISL MD Richard Roche and ISL sales and marketing director Roger Dadd are veterans in the market and liked our strategy of providing the platform for many different OS.'
The only gripes dealers had at DG's Aviion Alliance reseller conference were that DG did not preconfigure Aviion servers with operating systems and provided insufficient online information.
Baxter said resellers now have confidence in DG's future as the company has recovered from the financial losses that accompanied its switch from Risc processors and proprietary Unix to Intel and any Unix variant.
'In the indirect channel we will get a piggyback on Intel's success but we are taking its chips to the data centre market, carrying all operating systems,' he said.
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