Silicon Graphics aims to draw in resellers

Silicon Graphics (SGI) has launched an aggressive global channel recruitment drive with the aim of switching to a 70 per cent indirect sales strategy by 2008.

The vendor, which specialises in high-performance computing (HPC), visualisation and storage, has also launched its Channel Connection Programme. This will enable partners to develop new business opportunities in the low- to mid-range HPC market and dig deeper into existing markets.

Steve Cooper, alliances and channel sales director for SGI EMEA, said it was a “realignment of resources” for the company, which currently operates a 70 per cent direct strategy.

Benefits include marketing development funds, increased support and shared named and non-named accounts. “Named accounts means resellers know which part of the market is open to them, and allows us to work more closely with them on selected accounts,” he said.

The new scheme also means partners must get reaccredited. “Silver, Gold and Platinum partners will now be called Premier, Preferred and Elite. We are also creating another category called Fulfilment. We want partners to feel we are working to a business plan that makes sense to both sides,” Cooper said.

Paul Crain, SGI business development manager at pan-European integrator SCC, said: “Anything that pushes more business through the channel is a good thing. It will also help eliminate any channel conflict. SGI is allowing resellers to pick accounts that reflect their core skills.”