Spot Distribution has hired four former members of Ingram Micro's Cisco team to develop an "ethical" channel strategy for its high margin Huawei products range.
The new strategy will involve retaining margins for resellers by competing on value-add rather than price.
Spot said that some resellers are being left with little margin as prices have been significantly reduced by some distributors.
Annabel Devonshire, head of the Huawei team at Spot, and former head of Ingram's Cisco team, explained that she was approached in September by Spot along with three other former colleagues, after they had left Ingram.
Devonshire claimed that the job attracted her because she was becoming frustrated by the price war between distributors.
"Ingram does not have a services offering so we always got into price wars with other distributors to win business," she said. "I prefer working for a smaller bespoke distributor where you can make a difference."
Ingram confirmed that all the people that left had worked for Sphinx CST, which Ingram acquired.
"Annabel Devonshire left Ingram a few months ago and she and the others that left have all been replaced and there are no gaps in our Cisco team," said a spokesman.
Jenny Jamfrey, formerly of networking vendor Enterasys, is now heading up Ingram's Cisco division.
The Ingram spokesman said: "Ingram Micro Network Services division offers a specialist networking skills approach and has all the logistical benefits of a broadliner."
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