Wyse cuts distribution partners down to two

Getech pays the price as thin-client vendor switches from three distributors to two

Technology has dropped Getech as a distributor and will concentrate on pushing sales through its remaining distribution partners, Avnet and Centia.

Wyse occupied almost 40 per cent of the thin-client hardware market in the first quarter of 2005, according to a report by analyst IDC, but faces an increasing challenge from rivals such as VXL and Neoware (CRN, 27 June).

However, the IDC report also claimed Wyse grew product shipments by 14.7 per cent over the previous quarter, almost doubling the rate of its closest competitors.

David Angwin, senior marketing manager for Wyse in northern Europe, said the company’s decision to end its partnership with Getech was motivated by “changing markets and business developments”.

“We believe two distributors give us the best balance and focus. The two [Avnet and Centia] together provide a complementary focus to each other. Avnet provides its global strength and the ability to scale.

“With Centia, we have a skillset, which fits in with where some of our future product releases will be,” he said. Ipswich-based Getech had been a Wyse distribution partner for the past nine years.

David Johnson, Avnet Data Solutions business director for the UK, said the firm will have two dedicated Wyse sales staff.

“This strengthens our Wyse relationship on a pan-European basis and the opportunity for resellers is very large,” he said.

Johnson added that Wyse’s decision to drop Getech will benefit Avnet’s future business.

“It’s a big benefit for us. Dumping Getech will be an advantage for us and opens up new opportunities,” he said.

Getech was unavailable for comment at the time of going to press. Separately, Wyse announced S10, which is designed around the Citrix Access Suite, at the Citrix iForum last week.