MPA has wrestled an exclusive agency away from Ingram Micro, which after a year had not delivered on the vendor’s expectations.
Ingram Micro launched a new relationship locally with virtual desktop vendor NComputing at its Showcase exhibition in 2007, as an extension of an existing distribution agreement between the two companies in Australia.
However, NComputing claims it has not received sufficient focus from the broad-based distributor over the past year and it has now appointed MPA as its new sole local representative.
Sydney-based Australia, New Zealand and South Pacific country manager Michael Pamphilon says the decision was made based on feedback his company had received from the channel.
“Resellers felt they were not getting enough support from Ingram Micro and they were concerned about the lack of understanding for the product,” he claims. “They told us we needed feet on the ground or focussed distribution.”
MPA will take over the distribution agreement from August 1.
“MPA can do everything we need for the channel. They will have a focussed team on the ground and will actively expand our reseller base,” says Pamphilon.
NComputing is also rolling out its channel programme through MPA. The programme includes rewards for demand generation and provides margin protection for registered opportunities.
It also caters for Gold and Platinum partners, who show a level of commitment to the NComputing by undertaking certain levels of certification.
The company is in advanced discussions with a number of local resellers to become Gold or Platinum certified, says Pamphilon.
MPA channel manager Deirdre Steyn says NComputing fits in well with the company’s existing thin computing portfolio, which includes Wyse. “We believe we bring extensive experience in this space and NComputing is the next-generation of thin computing.”
The range is ideal for small companies, medium-sized government departments and schools that do not have large IT capital budgets, and fill a gap not covered by enterprise-class products, such as Wyse says Steyn. “It fit perfectly with Wyse, which is still ideal for the top enterprise level. We foresee that in many cases solution will be a combination of the two products.”
NComputing says its products differ from traditional thin computing products, as they are low-cost access terminals that connect host PCs to a monitor, keyboard and mouse.