Fore moves to two tiers with Euro distie deal

ATM specialist Fore Systems will sign a deal with a pan-European networking distributor within two weeks as part of a move towards a split one-tier and two-tier European channel model.

The firm is looking for several distributors across the continent, but has confirmed that its first signing in the UK will be with a pan-European value-added distributor.

That deal will accompany the launch of an accreditation scheme and reseller recruitment drive from Fore, which currently sells to approximately 60 dealers across Europe in a one-tier model.

Chris Unsworth, European marketing manager at Fore, said the firm's existing five UK dealers will see little change. 'The accreditation will give it a more formal structure. Dealers will see an increase in discounts and a reduction of support costs, as well as improved sales tools and a new market development fund scheme.'

Fore is recruiting 20 dealers, mostly in the UK, Germany and France, and hopes to sign a further 100 within the next year.

It has also developed a three-level accreditation programme which splits resellers into solution partners, premier Lan or Wan partners and enterprise partners. Solution partners will handle Ethernet switching products through distribution, but enterprise dealers will be dealt with directly, as they are capable of selling with both Lan and Wan products.

Premier partners will mainly buy from distributors, although a few niche dealers and telcos will deal directly with Fore.