Dell and Gateway start PSP programmes

Dell is on track to launch its preferred solution provider (PSP) programme this month to deliver software integration services to customers.

Martyn Lambert, UK and Ireland marketing director of Dell, said the scheme will be unveiled in the next two weeks.

The direct vendor has already signed partners to deliver Microsoft Exchange, Oracle, Novell, SAP and Linux installation and integration services. There will be between 20 and 30 PSPs that will be able to use the Dell logo as part of the scheme's benefits, but none will have exclusive access to Dell.

The vendor will control the formal accreditation programme to ensure a high level of quality. But while it has been making increasing overtures to the channel, Lambert denied it is going indirect.

"We are partnering with people who do not want to control the sale of the hardware. The user will place the order directly with Dell. The factory will ship directly to the customer. That's when the PSP arrives on site to deal with the software," he explained.

Meanwhile, Gateway has signed former ALR distributor Norwood Adam to provide services and configuration to its resellers as part of its move towards indirect sales (PC Dealer, 25 August).

Under the agreement, Norwood Adam will function as a division of Gateway.

Richard Millar, UK director of field sales at Gateway, said: "Its competence in the server and networks sector will enhance our level of service to the market."

Tony Weaver, managing director of Norwood Adam, said: "We are looking forward to acting as Gateway's UK fulfilment arm and providing high speed delivery and support services to Gateway's expanding reseller network."