The force will definitely be evident in client and wireless networking specialist KNS Distribution when it holds its The Channel in the 21st Century reseller conference in Surrey on 30 November.
Yuri Pasea, managing director of KNS, will tell attendees how he is trying to carve out a different category in distribution, called knowledge distribution.
He said smaller resellers find the cost of introducing technologies prohibitive and usually have to wait until they have become commodities.
Pasea criticised other value-added distributors, saying because of their size and broader focus, others cannot "hold resellers' hands" the same way KNS does. He added that by offering training, consultancy and installation services, KNS allows resellers to enter markets that would otherwise be beyond them.
Attiq Bhatti, software business development manager at Memorex Telex, said: "The training as well as pre- and post-sales services KNS offers are especially tailored to meet our requirements as dealers."
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