Attachmate concocts VAR programme

Vendor points resellers towards Windows 7 opportunities

Software vendor Attachmate has launched a UK partner programme in tandem with newly crowned sole distributor Exclusive Networks.

Attachmate, which specialises in legacy access and extension solutions, moved from two to one UK distributor in May after ending its eight-year relationship with Ingram Micro.

The duo has paired up to launch Extend, a partner programme featuring structured marketing campaigns, sales support and account management.

Camille Morgan, UK channel manager at Attachmate, argued that it made sense for the vendor to throw its weight behind just one distributor to help resellers hook in Windows 7 opportunities.

"There are a lot of complex issues around Windows 7, desktop refreshes and standardisation and a lot of opportunities for resellers," she said. "However, we need a distribution partner that can fully support us and help us to fully develop the channel.

"It's no longer just about renewals, but is now about out-of-the-box selling."

The partner programme will give resellers access to a dedicated account manager, Campaign in a Box marketing support, account mapping, joint customer visits and the ability to offer on-demand consultancy as an additional option to the software sale.

Chris Walsh, director of Exclusive Networks, said: "The Attachmate offer and Extend Partner Programme needs dedicated focus and we are the only UK distributor with the skills and the reach to push and maximise the Attachmate message through the channel.

"Working together, we are confident that 2012 will be a year in which the Attachmate name becomes even better known with UK resellers."