Autodesk shocks VARs with US switch
Autodesk UK is on the verge of upsetting its VARs again, as it prepares to follow the US division and sell AutoCAD 2000 direct to end-users via the web.
Autodesk UK is on the verge of upsetting its VARs again, as it prepares to follow the US division and sell AutoCAD 2000 direct to end-users via the web.
Last week, Autodesk in the US stunned its channel with plans to sell the current upgrade of the AutoCAD product through its ecommerce sites from Monday (21 February).
In the UK, Autodesk's ecommerce site currently sells retail products only. However, the vendor has already sent a letter to VARs confirming that it is "seriously considering" a similar move to the US.
In addition, Autodesk has been accused of trying to silence channel worries, as VARs contacted by Computer Reseller News claimed the vendor had instructed them not to talk to the press. More than one authorised Autodesk VAR, who asked to remain anonymous, contacted CRN. One said he received "a couple of unfriendly phone calls" since negative publicity surfaced about the vendor last month.
On Autodesk's plans to sell AutoCAD 2000 direct, the VAR added: "Years ago Autodesk wanted as many VARs as possible but now we have spread the word it wants to have its cake and eat it and get rid of loyal partners. Autodesk wants to reap all of the benefits by moving into a higher-end business channel and also by going direct."
Another VAR said: "Autodesk selling AutoCAD direct on the Web doesn't surprise me at all. We have our suspicions about Autodesk's motives, but they have called a meeting for 23 February so we'll reserve judgement."
Najeeb Khan, territory sales manager at Autodesk UK, said: "Every vendor has to have some sort of Web presence. Surely VARs would be more worried if we didn't have a Web strategy."
However, the vendor's online plans mean Autodesk could eventually make more products available through a direct strategy.
Tim Taylor, managing director at Autodesk UK, insisted most customers would still need to buy from a VAR. He added: "Generic AutoCAD accounts for less than 50 per cent of our business. We have moved into other business areas and our partners also need to diversify their strategy."