Sphinx CST deal heralds NCD move to Var side

Network Computer Devices (NCD) has added another distribution partner after signing a supply deal worth #3 million in the first year with Sphinx CST.

The vendor is aiming to ramp up its distribution activity with a view to launching a Var recruitment programme later this month. The signing of Sphinx comes six months after NCD agreed a distribution deal with Toplog, now Persona.

The drive to establish an indirect channel in the UK is expected to be modelled on the US diamond partner programme, which requires great commitment from resellers to the product line. An NCD representative admitted the primarily direct model adopted to sell X-Windows was inappropriate for the network computer.

?Sphinx and Persona have a proven track record at selling into Unix accounts, into which the network computer model fits especially well. Sphinx said it could see opportunities to sell into its existing accounts,? he said.

The Var programme will initially recruit about 50 Vars. A certain level of financial commitment and technical support will be required, said the representative. ?But it?s up to the distributors to work out what they do with Vars.?

Anita McCabe, Sphinx CST marketing director, said: ?We?re extremely pleased to be working with NCD ? it?s the fastest-growing deal we?ve ever had.?