Compaq has renamed its channel division as its partner business unit and added independent software vendors into the umbrella group.
Talking to VNU Newswire, Nick Offin, partner sales director at Compaq, said by placing all of its partners into one group the vendor would be able to coordinate its marketing activities more effectively. All system integrators, ISVs and alliance partners, such as Microsoft and Oracle, will now sit alongside its traditional channel players.
As part of the changes some partners that were previously allowed by Compaq to buy direct will now have to go through distribution. Compaq has between 15 and 20 direct partners in the UK, which includes its traditional distributors.
Offin reiterated that Compaq was looking to axe some of its direct partners, but maintained that it would not be reduced to similar levels to the US market, which recently severed contact to all but four partners.
"We are looking at rationalising our supply chain but we haven't formalised the plans yet," said Offin. He added that Compaq would make the decision based on a national basis, not across Europe as a whole. Offin said the changes are expected to be announced by the end of the year.
Compaq last month confirmed that it plans to dump a large number of its European distributors. (see Newswire 10 August)
On Michael Capellas's first visit to Europe since his appointment as chief executive officer, he commented: "We need to simplify our distribution model and reduce our infrastructure costs." (see Newswire 10 September)
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