The technology sector changes at an unremitting rate, and to build a sustainable channel services model we required a new approach to product and service distribution. The main objectives of our channel model are to deliver concrete benefits for our vendor and reseller partners:

• To help seek out additional revenue opportunities
• To increase profitability by delivering real cost savings
• To establish a more permanent and substantial stake in the market.

To achieve these objectives, we have enacted the Distribution In Depth model through an investment of millions of dollars over more than three years to develop our ChannelControl server platform. We have extended the concept of value-added distribution way beyond traditional fulfilment and support services. And by providing integrated IT technologies combined with managed services we allow our partners to concentrate on their relationships—so they can fulfil their obligations to the end user as competitively and efficiently as possible.

Distribution in Depth
Benefit Segmentation Model