Allasso looks to services to raise margin

Distribution Company unveils single-tier partner programme aimed at moving resellers from unprofitable areas.

Network security distributor Allasso has launched a channel support moving resellers from unprofitable areas. partner programme which it claims will help resellers move out of low-margin business and into more profitable areas.

Allasso, which is part of the Integralis group of networking services, is encouraging existing and additional resellers to join the programme, which promises high margins from value-add services such as consultancy on corporate security policies.

Bernie Dodwell, UK business development and marketing manager at Allasso, told PC Dealer: 'PCs and hardware are so unprofitable that resellers are increasingly looking to other areas where they can add value. Having a security policy is crucial for any business regardless of its size and this concept forms the basis for selling our products. It's very high margin and is a significant value add for Vars.'

He added that Allasso was seeking resellers to join the programme as part of its campaign to expand beyond its traditional enterprise market.

'Historically, we've addressed large corporations but that's just 20 per cent of the market. The other 80 per cent also has a requirement for security and we want to encourage them into the market,' Dodwell said.

Allasso's support programme will consist of just one tier, which Dodwell claimed would offer resellers greater flexibility and minimise confusion with vendor accreditations.

'When I joined Allasso, it deliberately didn't have any kind of partner scheme because it administers other vendor schemes,' he stated.

'But we need a commitment from resellers without the confusion. The partner programme needs to be simple and flexible enough for all resellers, regardless of their size.'

The programme does not require a membership fee to join, and offers marketing support, business planning, development funds and training.

Allasso has also invested £30,000 in a Web-based information feed, Back Web, that will provide resellers with updated pricing and product information free of charge.