Sun set to tackle channel wastage

Sun is expected to introduce far-reaching changes to the way its channel is structured. A source at one of Sun?s major corporate resellers claimed that the company is preparing to reverse its channel-neutral commission structure.

?Commissions are going to go down for salesmen putting product through the channel,? said the source. ?Sun increasingly thinks it wastes money going through the channel when it could go direct.?

Sun reseller partner development manager Pete Deane said: ?All we are doing is what we do at the end of every financial year ? looking at how the company can be made more effective. The resellers aren?t going to be fantastically impacted.?

Another source claimed that Sun wants two of its largest resellers, Morse and Computacenter, to take on a distribution role similar to Tplc, while Tplc would be allowed to sell direct.

?Sun would prefer a broader distribution base. The only leverage it has is through Tplc, and it makes sense for Sun to have someone in the south.?