Mobile computing distributor Hugh Symons Group is seeking 200 small resellers to gain accreditation to sell IP hardware following the success of its Unity Enterprise partner programme launched in May.
Unity Infotech is the next phase of the company's Unity initiative, which has already signed about 80 resellers to sell end-to-end mobile computing equipment, and will introduce laptops from Toshiba, Compaq and JVC to small resellers.
The company claims that small unofficial resellers have often been unable to gain accreditation and join support programmes.
"Resellers that cannot work directly with these vendors need support, so we are filling a gap by offering them the training and support via ourselves," said marketing director Dan Belton.
Hugh Symons Group started life as an Acorn dealer about 30 years ago and has constantly evolved its business model to keep pace with industry changes.
"Unity is about helping resellers to deliver on their aspirations and we have changed from a model of just distribution to value-add distribution," said Belton.
Tony Kingston, marketing manager at reseller Deverill, explained that his company is focusing on mobile technology. The reseller is currently in discussions with Hugh Symons Group about joining the Unity programme in some way.
"The increasing demand for mobile technology among businesses is indicative of the growing agility of organisations," he said.
Belton added that after a slow start mobile rollouts are starting to increase. "It is starting to pick up because everyone knows they have to do it, but it is the question of what they do that is taking time."
Smaller resellers can also get in on the act with the support of value-add distribution. "For small resellers [the Unity Infotech] programme could offer them a good route into a growing market," said Belton.
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