Following the launch of its first partner programme last year keyboard, video, mouse (KVM) remote management vendor Avocent has appointed its first six channel partners.
The company, which makes switches that enable the remote management of data centre servers and PCs, launched its 'Take Command' channel strategy with the intention of signing up distributors and resellers.
It has now signed direct relationships with five value-add distributors (VADs) and one reseller, and is in advanced negotiations with three more VADs.
Avocent is also talking to broadline distributors and plans to sign one before the end of March.
Paul Smith, Avocent's UK country manager, said: "The VADs will supply the high-end range where the value add comes in, and we will sign a broadliner to deal with our low-end range."
But training will be vital for resellers to benefit from the growing KVM market, predicted Eddie Marazzi, sales director at Avocent VAD Micro Partners.
"We insist on training and will put resellers on courses because it is difficult for many to get their heads around KVM," he added. The VAD has so far trained four resellers on the Avocent product line.
Micro Partners sees the data centre market as a high-growth area. "Avocent is generating leads and will pass them on to us, which we will pass on to resellers if they have the skills," said Marazzi.
Micro Partners is supplying some customers direct but said that, as resellers gain the skills, the leads will be passed on. "Our role is to add value for the resellers," Marazzi added.
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