3Com tweaks its partner scheme

The networking giant has tightened up its channel strategy, settling on a fixed number of distributors.

The merged operation of 3Com and US Robotics (USR) has finally honed on a fixed number of distributors. down its channel strategy by increasing the levels of accreditation for distributors and Vars.

3Com's netWorking Partners Programme (nPP) is now split into five main elements, including 3Star, which includes training; Partner Access; and nPP segmentation, which will determine the level of partner from distributor to Remote Access Partner (RAP).

After months of speculation, 3Com has finally settled on a static number of distributors. They include Azlan, Ingram Micro and Anixter, which will sell across three business units including client access, enterprise and carrier. The merger between the networking giants took place in March, creating concern about swelling the channel with too many distributors (PC Dealer, 5 March).

Bob Bowden, marketing director of 3Com's client access division, said: 'We had to take stock of the channel strategy and look at which distributors specialise in broadline warehousing, for example.' He added: 'The distributor can sell in all areas like Ilion, which sells over all three of the business units, or it can mix and match.'

According to Frank Pipe, UK manager of carrier systems at 3Com: 'The structure will never mean coming back to selling under one business unit, but you should never say never.'

The nPP segmentation scheme will mean that distributors and resellers will be expected to submit a full business plan to the networking vendor to qualify for co-op marketing funds.

Wayne Channon, chairman at Ilion, said: 'At first we didn't like having to do this, but submitting a plan actually makes you more organised.'

However, one distributor said: 'Previously, we could gain two per cent in marketing funds from USR, but 3Com's is less than this. Since it is choosing to follow this model we have had to cut down on marketing to the reseller.'