3Com puts Focus on US resellers

UK channel programme taken across the pond

After the success of its European three-tier Focus programme, 3Com is revamping its US reseller channel along similar lines.

The Focus programme was developed by the company's European channel team and was launched across the Europe, Middle East & Africa region in May last year. It has 50,000 members worldwide.

Each member is given a gold, silver or bronze level of partnership and will receive appropriate levels of internal resources, sales coverage, marketing support and education.

Nick Ruczaj, business manager at 3Com, said: "Part of the programme's success is that we look at each individual reseller and give them the level of support they prefer. This is good because it makes resellers bigger fish in a smaller pond.

"There are now lots of different types of resellers with networking as part of their business. The Focus programme reflects this changing networking channel."

Ruczaj said that 3Com had split its US indirect channel into two. It was looking to develop a more inclusive channel model and, because of the traction gained from Focus in Europe, the company had decided to mirror it worldwide.

Clare Wales, 3Com's Focus sales specialist at distributor Westcon, said the Focus scheme was flexible.

"The Focus programme does not exclude any party due to size, and the biggest integrators and smallest resellers are made to feel they have been focused on," she said. "The fact that the US is following Europe is something that sends out a positive message to the market."

In addition, 3Com has implemented an IP customer contact centre reference site at UK financial services firm Halifax Cetelem Credit. The company is seeking data resellers to sell the system in a three-tiered sales model which is designed to include all reseller partners.

The company has also announced that its Contact Advantage product is now available in the UK.