Bytes backs Vars over Select sales

Esher-based reseller Bytes Computers is attempting to bridge the gap for Vars by partnering with them to jointly sell Microsoft?s enterprise Select licensing programme.

Resellers lost vital business when Microsoft axed distributors and most of its resellers from the volume licensing programme last year.

Zak Verdi, software licensing manager at Bytes, said: ?The key reason it?s successful is that we?ve brought a lot of disgruntled resellers back into the fold. We formulate the contracts, allowing the Var to pass the client back to us. We then give them a proportion of the value of that deal. Because we look after the logistics, they can allow their clients to operate Select.?

Bytes sells Select volume licensing deals to nine Vars, and has a dedicated team of four people selling the programme. Bytes staff accompany Vars on sales pitches and provide support where necessary.

Annette Matthews, branch sales manager at Genesys Microage, which buys and resells Select through Bytes, said: ?Because Genesys Microage is a global company, it needs to be in a position to offer a comprehensive model like Select, so it works very well.?

Microsoft was unavailable for comment but it is understood to have encouraged the use of this kind of programme to enable more resellers to sell volume licensing deals.

From 1 July 1996, Microsoft restricted the selling of Select licensing deals to its directly supplied Lars as it encouraged its small to medium-sized dealers to sell MOLP (Microsoft open licensing programme).