Wyse proves channel commitment

Wyse proves channel commitment

WYSE Technologies has launched a new partner programme to boost its support to resellers, in anticipation of a surge in thin client terminals’ uptake.

The move is designed to re-affirm the comp-any’s commitment to the channel, says London-based international marketing director Stephen Yeo who was in New Zealand to present the programme to local resellers, along with regional marketing manager Stevan Caldwell.

And this approach appears to curry favour among its partners. “It is great to see a brand embracing a strong channel programme and sticking to the channel,” says Neil Dwight of Business Technology Group, a small specialist integrator.

“With a lot of brands the margins are tight while support for resellers and distributors are missing.”

The programme introduces a tiered accreditation system with authorised, Gold and Platinum levels, and features free sales training through a web-based “university” with training counting towards ascending to higher tiers. Gold and Platinum partners can also receive qualified sales leads generated from Wyse’s marketing activities, free demonstration software licenses and a percentage of their sales accrue into a marketing fund for business development.

According to Yeo, the university concept was developed with countries such as New Zealand in mind.

“With remote countries distance is an issue, but the web-university gives access to our training from anywhere in the world.”

Meanwhile the development fund will be based on the value of orders placed by a reseller with a particular distributor.

Steve Macmillan managing director of long-time local distributor, MPA, says the programme will help identify resellers committed to Wyse. “It will allow us to help them grow their business,” he says.

Caldwell adds: “And that will increase business for Wyse.”

Yeo believes thin clients will eventually bypass PCs in the corporate environment, saying the market has already entered a rapid growth phase as corporations seek a more secure, stable and manageable desktop environment.

“PCs took over from terminal computers and now we are experiencing déjà vu. Thin clients could make up 40% of the market in seven or eight years as they allow IT professionals to be IT professionals and not fire-fighters.”

As a channel orientated vendor, Yeo says Wyse needs to find ways to become more efficient and maintain healthy margins, adding end-users would pay a premium for a good brand with good support through the channel.

“We need to sell at the right price point and in the right markets.”

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