Compaq launch alienates channel

Hardware Dealers slam vendor's attempt to replace skilled partners with online systems integration package.

Compaq has driven another nail in the coffin of its relations with with online systems integration package. the reseller channel by launching a Web-based systems integration tool that will cut it out of the equation.

The PC vendor launched Solutions Advisor, an online software tool that enables users to specify complete computing systems according to business requirements, a role currently carried out by skilled resellers.

It is directed at small and medium businesses with no in-house expertise, an area increasingly populated by Vars as box-shifting becomes bereft of margin.

The tool works out the optimal networking requirements for Compaq kit, based on information supplied by the customer.

The system has been pushed into the channel and will compete with dealers' knowledge-based approach to systems integration.

Compaq will also release a version to be pitched directly at users.

But few dealers were informed of the product's launch. Ian Strachan, sales manager at Compaq reseller Reliance Computer Services, said the launch 'sounded like a precursor to a direct sales team.' He also dismissed the substitution of trained resellers for a software tool as misguided.

'Compaq can't provide the level of service that we as consultants are able to. Certain products just don't integrate, even if the literature says it does. In the real world, some things just don't work and that's why it needs us,' he added.

Barry Dohdai, marketing manager at Hemini, also criticised the move, suggesting that Compaq was shooting itself in the foot: 'It does not provide the integration expertise required across different brands. And no matter how hard it tries, it is never going to be able to cater for that type of customer.'

At the launch, David Petts, director of PC business unit at Compaq, claimed: 'There are too many Compaq products out there for me or our resellers to know what is configured.'

The launch follows last week's revelation that Compaq had been bypassing resellers and soliciting their large accounts direct (PC Dealer, 2 September).

Compaq declined to comment.