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MPA sets out rules of engagement

MPA sets out rules of engagement

Distributor MPA has launched two programmes to ensure all its resellers understand that although it has relationships with end-users, it does not sell to them directly.

With its acquisition of Lan1 last November, the company inherited a large number of relationships with resellers it had not previously dealt with.

Now it wants to clear up any misconceptions from these new dealers on the relationship MPA has with customers when it comes to sales.

“The Lan1 acquisition gave us a whole new market of resellers we had not previously engaged with,” says sales manager Roly Smoldon. “It is important to go to them and say this is what we are about, and to be very clear on what the rules of engagement are.”

The Direct Touch and Value Add programmes aim to create business opportunities for the channel and reinforce MPA’s proposition to international vendors, says Smoldon.

They formalise the way MPA has always operated in assuming the responsibility for frontline, presales, post-sales and technical support, demand generation, channel development and partner recruitment, says Smoldon.

The Value Add programme covers MPA’s channel development activities, while Direct Touch focuses on marketing and promotions to end-users.

“Direct Touch is about creating mutual business opportunities for the channel, the vendor and us,” says Smoldon. “We provide customers with the first line of support in the country until resellers become experts on the technology. Customers like to pick up the phone and talk to someone here.”

MPA aims to act like the local arm of the vendors it represents, says Smoldon.

“For all intents and purpose we are the vendor in New Zealand,” he says.

Vendors MPA performs this role for in New Zealand include Wyse, Secure Computing, Allot and Barracuda.


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