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Worldwide News LIVE WIRE
New worldwide program for value-added partners takes effect in July
Digital today announced a new worldwide value-added partner
program for selling and marketing its workstations, servers and
software. It goes into effect in July.
The value-added partner program is another step in the major
investment Digital is making to create a network of highly qualified
partners to address its customers' specific needs.
The program is based on the partner's added value in the
marketing and selling process. It includes a coverage model that
outlines specific roles and responsibilities for each partner, a new
accreditation process, and a competitive discount structure.
Digital is also announcing new focused demand-creation programs
to increase business opportunities for its value-added partners. These
include targeted marketing campaigns packaged specifically for
partners, and aggressive, sustained advertising.
In addition, the company is further simplifying its business
practices to lower partner sales costs, shorten the sales cycle, and
make it easier for partners to sell and quote Digital products.
"We have revamped our entire channels strategy to attract and
keep the industry's finest channel business partners," said Harry
Copperman, president, Americas, and vice president worldwide sales and
marketing, Systems Business Unit. "We believe we now have clear and
consistent programs that will minimize conflict, maximize margins, and
match the correct partners to customers' specific needs."
Digital is working with clearly differentiated sales channels:
Value-Added Resellers, Systems Integrators, Resellers, Distributors,
and Independent Software Vendors. These channels will provide
customers with a wider choice of quality solution vendors and
application providers. In addition, value-added partners will align
with Digital's direct sales account managers when selling into
Digital's large accounts worldwide.
"We plan to increase market share while concentrating our
resources on direct relationships with a few partners," Copperman said.
"At the same time, we plan to increase our level of support to
distributors and their tiered VARs in order to broaden our coverage.
We see a tremendous number of business opportunities that we and our
partners can effectively and efficiently target, and we plan to
aggressively pursue those opportunities."
Beginning in July, Digital will launch marketing campaigns
designed and packaged specifically for its value-added partners. These
will be in addition to the company's successful new business
development program in the U.S. that provides qualified leads to its
channel partners. In the first three quarters of Digital's fiscal
year, both the number of partners participating and the number of new
accounts booked have almost doubled.
Currently, more than 1,000 channel partners are participating,
and over 1,500 new accounts are booked. The company expects that some
9,000 qualified partner leads will be generated this quarter.
In addition, a worldwide, aggressive, sustained print advertising
campaign on UNIX, AlphaServer and AlphaStation systems, which began in
April, will continue through FY'96.
FOR DIGITAL INTERNAL USE ONLY
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| re .1 - it sounds like .0 wants to know how to go about getting Digital
to resell the product, not how to have the VAR re-sell Digital product.
If it's software, the following from VTX ATOZ might help...
Independent Software Vendor, (ISV), Program
(as of 2/15/95)
This ISV program provides services that facilitate porting 3rd party
applications to current Digital platform for 3rd party developers.
This is defined as a company who designs, develops and sells a
software application on the open market. Services include: use of
porting centers, an account on the Digital Partner Network,
Demostration/development Discounts, access to migration information
via the FAX service made available through our 800 number.
If a software developer would like more information or apply for
membership, please refer them to the 800 number listed below.
US HOTLINE 800 332-4786
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| There are different people within the Software Partners Group (SPG) to
contact depending on what type of software you are talking about
(database, technical, business, enabling, industry applications). I
have the org chart if you one. Send me an E-Mail.
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| if it is truly for an ISV (they provide software, we sell the
hardware), just have them call: 1-800-DEC-ISVN. If they want to be a
a hardware reseller (VAR), that's another question. I don't know the
global solution, but if you contact a local sales rep in the SBU they will know the
details.
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