Feature

Clarity asks dealers for inspiration

Sun Microsystems distributor Clarity Technology has called on dealers to widen market coverage in an attempt to bolster its position as a distributor.

The company, which only became a Sun distributor in November, announced it had managed to sign up 60 resellers so far and was still on the look-out for more.

Simon Welch, group marketing manager at Clarity, claimed it was running neck-and-neck in market share with Sun’s other UK distributor, Tplc, but they both faced a challenge recruiting resellers that could extend products into fresh areas.

“Where do we go from here? The days of taking low hanging fruit are over and we have to develop the channel for Sun,” Welch said.

He added that although it had recruited a large number of resellers in a short space of time, it was not just trying to get its numbers up and would concentrate on finding dealers that would be able to open up new markets.

“People who have been reselling for Sun have had their contracts reviewed, been given training and asked to think seriously about [what they offer] because Sun wants quality,” he maintained.

Welch added that it was taking the same approach with its other main distribution supplier, iPlanet, and hinted that it planned to take on more vendors in the future.

He claimed it had managed to break through the £10m revenue barrier within 14 weeks because it employed staff with existing knowledge and relationships with the channel.

“We have a number of existing relationships and have employees who worked in the channel before, so they have been able to recruit resellers that have changed allegiance and come to us,” he claimed.


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This was first published in March 2001

 

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