Vendors indifferent to dual distribution deal
Smart and Turning Technologies both claim that distributor will focus on them
Turning Technologies has claimed it is unfazed as its distributor Steljes starts shipping a rival interactive voting product.
As sole distributor of Turning Technologies’ Turning Point voting system for the past two years, Steljes was put in a compromising position when its biggest vendor, Smart, announced in January that it would be launching a voting system of its own in June.
Nancy Knowlton, chief executive of Smart, told CRN: “Steljes has indicated that it will continue to sell Turning Point and we’re ok with that because Steljes has said it will make a strong effort to promote our Senteo system. It also has a separate team for the product so I’m not concerned.”
Mike Broderick, chief executive of Turning Technologies, said Steljes had given him similar assurances. “Competition is always good. I think Smart’s system will be a great addition to the market, but hopefully customers will recognise that Senteo is a first-generation product while we’re just about to launch our fourth-generation handset.”
Asked if he would consider appointing a second distributor in the UK, Broderick said: “The UK is an important market for us as it is one of our fastest growing markets. We are not actively seeking another distributor at this point, but are watching the UK market very closely.”
Mike Gammie, IT services development manager at reseller Misco, said: “Senteo works well with Smart’s interactive whiteboards (IWBs) so will do really well in the education sector. Turning Point doesn’t need an IWB because it works well with PowerPoint so it is a great offering for the corporate market.”
Lee Bevan, managing director of VAR Leapfrog Computers, said: “We are one of the top Turning Point resellers, but are also an accredited Smart VAR, so have had no choice but to sell both. Our strategy is to push Senteo into primary schools and focus more on public sector and corporates with Turning Point.”
Steljes declined to comment.