Enterasys reorganises UK channel
Northern European realignment follows US overhaul
Enterasys has carried out its promised channel programme realignment in northern Europe, following a radical overhaul of its US channel earlier this year.
Steve Macri, Enterasys's regional president for northern Europe and field operations, said the firm has re-addressed both regional and vertical coverage of its reseller base.
The firm has appointed regional UK managers, as well as vertical market specialists for the area within and around the M25.
"Our installed base runs to about $162m in the UK, and of that, $60m is within the M25," Macri said. "We have plotted where demand can be expected and the opportunities available to our resellers."
Macri said in March that he intended to increase the proportions of staff addressing the channel from about 20 per cent of the total to 80 per cent.
Demand creation will come from the vendor and distributors Azlan, Ingram Micro and e92plus.
Gerry Carroll, channel and marketing director for Enterasys in northern Europe, said: "This moves away from the traditional channel manager approach. We talked to a number of resellers about this, and they want feet on the street."
The new accreditations will be called Platinum, Gold and Silver, with each member expected to generate $2m, $1m and $400,000 in volume per year respectively.
Platinum partners will get an extra two per cent rebate and Gold partners one per cent. All will gain special pricing allowances. Training and accreditations have also been reworked.
"We're pleased that Enterasys is finally implementing a high-touch strategy," said Nathan Marke, marketing director at Enterasys partner Prime Systems, which was recently bought by 2e2.
"In the past there was very little demand creation. Keeping a difference between levels of accreditation is also key in recognising our skills."