Chandler Group Reports: Vendors Curtailing Distributor's Roles With Resellers.Business Editors/Technology Writers BOCA RATON Boca Raton (bō`kə rətōn`), city (1990 pop. 61,492), Palm Beach co., SE Fla., on the Atlantic; inc. 1925. Boca Raton is a popular resort and retirement community that experienced significant industrial development in the 1970s and 80s. , Fla.--(BUSINESS WIRE) Nov. 6, 2001 - With hardware vendors now taking on more and more of the channel support, it appears that distributors are finding their roles shrinking. While two-tiered distribution remains strong for low-end products, the relationships between resellers and server and storage product vendors are developing into close, high-touch associations, with many vendors providing dedicated personnel. Referencing its latest study on channel programs, Patricia Colbert, president of The Chandler Group said today, "Resellers that can provide a market for multiple high-end product lines from one vendor, are finding themselves showered with a great deal of attention from the sales force and corporate marketing. It is refreshing to see the sudden respect and fervor companies have for Value Added Resellers See VAR. (company) value added reseller - (VAR, or "value added retailer") A company which sells something (e.g. computers) made by another company (an OEM) with extra components added (e.g. specialist software). . While `loyalty' and `commitment' are measurements used to analyze channel partners and their value, it is clearly time that vendors begin to measure themselves with the same yardsticks." The "Channel Program Report: Hardware Vendors," published last month, provides a detailed analysis of the channel programs of Acer America, Apple, Compaq, EMC (1) (EMC Corporation, Hopkinton, MA, www.emc.com) The leading supplier of storage products for midrange computers and mainframes. Founded in 1979 by Richard J. Egan and Roger Marino, EMC has developed advanced storage and retrieval technologies for the world's largest companies. , Gateway, IBM (International Business Machines Corporation, Armonk, NY, www.ibm.com) The world's largest computer company. IBM's product lines include the S/390 mainframes (zSeries), AS/400 midrange business systems (iSeries), RS/6000 workstations and servers (pSeries), Intel-based servers (xSeries) , HP, SGI (SGI, Sunnyvale, CA, www.sgi.com) A manufacturer of workstations and servers, founded in 1982 by Jim Clark. The company was founded as Silicon Graphics, Inc., but changed to its acronym in 1999. and Sun Microsystems Sun Microsystems, Inc. (NASDAQ: JAVA[3]) is an American vendor of computers, computer components, computer software, and information-technology services, founded on 24 February 1982. . It delves into how resellers fit into the organization, how many resellers are on board, what the terms are of the relationship and what the discount schedules provide. The report describes how the resellers are supported from a technical, sales, financial and promotional aspect. How resellers get certified, who trains them and how the local sales relationship works is also covered. "Most of these companies have taken a substantial lead in creating a positive environment for Resellers that want to join their ranks," said Colbert, president of the Group. "When we look at best practices in the industry, these companies set the level," she added. The Chandler Group The company, organized in 1988, is a focal point focal point n. See focus. for channel program strategies. The company publishes competitive studies on Software, Networking and Hardware Vendors' distribution channel programs. |
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