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Pinnacle to double reseller base

Digital video specialist Pinnacle Systems is seeking to double its reseller base in the UK by tempting prospective partners into what it claims is a market with very little competition between suppliers.

The company said it believed its existing 200-strong reseller base was very small compared with the potential size of the market.
There had also been a marked shift towards the corporate sector, which Pinnacle believed would provide huge growth because, as Serge Bussat, European vice president of sales and marketing for consumer products, put it: "Any company would have reason to use video."
He described it as a new market the company wanted to address in future, but one where there was little awareness.
"There are so many areas in corporates that could use video," Bussat claimed. "We are getting more and more requests from corporate dealers.
"The most important channel is definitely the dealer channel," he told MicroScope. Bussat claimed resellers could add value through demonstrating the equipment and providing education and training. It could also give them the opportunity to sell additional memory and storage.
"Our goal is to double the reseller base over the next 12 months. The market is big enough to absorb this number of partners."

The reseller tier is split into three levels: platinum, pinnacle partner and studio partner.
Pinnacle has three broadline distributors - Ingram Micro, Computer 2000 and Ideal Hardware - and one value-added IT partner - Imago Micro.


Billy MacInnes

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