A confidential document from Compaq to its channel partners has revealed management changes in the UK and an eagerness to avoid antagonising its distributors and resellers.
Peter Blampied, commercial marketing manager at Compaq UK, said in his letter of 9 April to the UK channel: ?Compaq UK has appointed Jonathon Adams, commercial director, to take responsibility on a full time basis for the final design and set up of the world class call centre envisaged through the Expresso project.?
He explained, in detail, what the Expresso project consists of. ?Compaq UK has identified that direct response vendors are a particular threat to Compaq and the indirect channel in the UK Micro Business Sectors (up to nine employees). Compaq UK has invested considerable effort and resource in designing a new channel that will leverage the indirect business model, provide a simple and cost effective access for all resellers to benefit from the new channel and allow Compaq to position a limited range of specific products to the knowedgeable and sophisticated Micro Business Buyer.?
That did not mean Compaq UK was going direct, continued Blampied. He said: ?You will have recently seen some ?sensationalist? press coverage in the channel titles alluding to the ?revelation? that Compaq UK is about to sell direct. This letter attempts to explain the real story with regards to Compaq UK.?
Further changes in staff at Compaq UK include the following, said Blampied. Scott Dodds is on a ?full time secondment? to Adams. David Petts will take over Adams? former responsibilities on channel management. Kevin Appelbe, group sales manager, will become responsible for both distribution and the indirect channel.
According to Blampied, both Adams and Petts had ?led the channel agenda? over the last four years. Adams? influence on the call centre in Scotland would make sure that the new programmes Compaq had initiated successfully leveraged its indirect business model.
While no-one at Compaq last week would either confirm or deny that Computacenter is the likely candidate to take over the fulfilment, sources at both companies indicated that move was on the cards. Compaq UK resellers at Houston last week were visibly upset by its moves but refused to comment publicly.
That was reflected by the last sentence in Blampied?s letter, striking a hopeful note despite the corporate resellers? resistance to the plan. He said: ?We hope that you will continue to support Compaq in its new leadership challenge and that together we can win business.?
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