Enterasys clears channel 'confusion'
Vendor promises more commitment to resellers
Enterasys is to make changes to its northern European organisation to reduce the confusion it admits it has caused resellers.
Following last week's changes to its north American channel policy, Steve Macrie, the vendor's recently appointed regional vice president for northern Europe and South Africa, said he intends to move more staff from direct-touch operations to channel management.
"Resellers are asking for commitment from us. One thing most apparent in northern Europe was that, in the past, we confused some of our channel partners," said Macrie.
"Eighty per cent of the team in northern Europe are high- or direct-touch people, with just 20 per cent talking to the channel. I intend 80 per cent of our staff to touch the channel."
Changes to the US policy have included increasing commitment to resellers that actively push Enterasys's products, as well as new accreditations that are weighted in favour of highly committed resellers.
Macrie was unable to comment on the sudden departure of Cosmo Santullo, Enterasys's executive vice president of worldwide sales and services, just days after he delivered a keynote speech to the vendor's annual US channel conference.
Kevin Vine, head of networking at distributor Ingram Micro, said: "I know Enterasys is looking at incentives, including getting resellers to register their deals to get more support.
"Steve has said it will make changes, and anything it can do to get some 'oomph' behind the product will be welcome. Dragon [Enterasys's security product] is one of its best-kept secrets."