EMC is reviewing the UK channel to ascertain if it needs to appoint a third distribution partner to concentrate on SME and specialist technologies.
Currently Magirus and Avnet Technology Solutions distribute EMC in the UK but Willem Hendrickx, senior vice president of the global channel office, told MicroScope it had sent questionnaires to prospective partners.
“In the UK there is Request for Proposal going on to see if we need hire another distributor,” he said “we are working with a couple of distributors to see which ones we need to add.”
One of the priority areas for 2010 was “more aggressive growth in SME and that is where distribution plays a very big role” said Hendrickx, adding “Our products and pricing for that market are more in proportion than we used to have.”
Obviously broadline distributors by their nature have the largest account base of SME resellers but EMC has never managed to strike up long term relationships with volume players and plans to stick with specialists.
“We want to make sure we have coverage in each country but also the right speciality. There might be a couple of areas like Backup & Archiving or security where we have to find an additional partner and specialist distributors can play a big role for us,” he said.
Denise Bryant, UK country manager at Magirus, said it “wholeheartedly endorses” the vendor’s “preference for specialist distribution” and believed it operated well in the UK channel.
Vendors frequently review their channel said Sukh Rayat, EMEA senior vice president for sales at Avnet Technology Solutions, “we believe we are well positioned in EMC’s channel.”