Security distributor e92plus has launched a credit scheme designed to help small VARs land deals worth more than £100,000.
Project Finance will see e92plus shoulder the credit burden on large bespoke projects, but the reseller will still enjoy full revenue for the project.
In a recent CRN poll, just five per cent of respondents picked credit and finance as the factor that most influences which distributor they use and e92plus managing director Mukesh Gupta argued it is an often overlooked function.
"SME resellers can often get stuck getting the credit to supply £100,000 to £200,000 opportunities," he said. "This allows smaller resellers to play with the big fish."
Gupta said the scheme had already been trialled with several VARs, but hoped that more than 10 resellers will have benefitted from it by the end of March. The projects must involve e92plus vendor partners, which include Websense and Barracuda, but there is no limit on their size.
The programme is particularly suited to VARs that target local authorities looking to bypass central purchasing frameworks in the wake of the quango bonfire, e92plus said.
Neil Langridge, e92plus marketing manager, said: "For smaller VARs that want to be aggressive, the opportunities are there."
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