Unisys has signed a pan European distribution deal with Avnet subsidiary Hall-Mark Global Solutions, in a bid to gain market share for its Aquanta ES range of high end Intel servers.
After playing second fiddle to the company's fast growing service and consultancy divisions for several years, Unisys's hardware arm hopes to use its Cellular Multi-Processing (CMP) technology to take on heavy hitters IBM, Dell and Compaq in the enterprise arena.
Unisys vice president of computer systems, Iain Davidson, said the company saw a huge opportunity in developing a market for mainframes running the increasingly popular NT operating system.
"The enterprise NT space is likely to be as big as the market for data centres," Davidson said. "We're taking all our historical processing skills and putting them into the CMP platform."
Unisys will particularly target customers that are looking to consolidate disparate server operating systems into a single NT environment.
Hall-Mark executive vice president Ken Moss said it would look to appoint up to 30 resellers in each major European market to market the servers, along with Unisys service offerings.
Avnet expects the Aquanet range to comprise up to 20 per cent of its turnover in Europe in the next two years and has predicted sales in the "tnes of millions" of dollars.
Unisys will continue to sell the products directly to major accounts but would work closely with resellers to avoid potential channel conflicts, Davidson said. The company set out grand plans last year to grow its OEM business to more than 15 per cent of total hardware sales, from less than seven per cent.
Unisys previously enjoyed ties with Avnet in the UK, via a former relationship with Bytech Systems, a specialist distributor acquired by Avnet in 1998.
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