Feeds

Oh no! Not another channel programme!

Software resellers shun accreditation

  • alert
  • submit to reddit

The number of enterprise software purchase influencers in the US channel will double to 47,000 companies in 2001, a market research firm claims.

As product margins and average selling prices (ASPs) slip, it becomes less attractive to jump through ever-increasing financial hoops to obtain and retain channel accreditation. Lack of accreditation in turn makes it more difficult to resell product. So increasing numbers of systems integrators are junking product sales in favour of recommending software to their clients.

This presents software vendors with a headache: how to reach so many companies? Clearly, the traditional product sale channel programme is not the way to reach these influencers. So every major software vendor is considering introducing new schemes to bring these companies on board, Reality Research says.

Reality Research is a unit of CMP and it bases its conclusions on interviews with 400 systems integrators in the US. ®

Whitepapers

Securing web applications made simple and scalable
In this whitepaper learn how automated security testing can provide a simple and scalable way to protect your web applications.
Five 3D headsets to be won!
We were so impressed by the Durovis Dive headset we’ve asked the company to give some away to Reg readers.
HP ArcSight ESM solution helps Finansbank
Based on their experience using HP ArcSight Enterprise Security Manager for IT security operations, Finansbank moved to HP ArcSight ESM for fraud management.
The benefits of software based PBX
Why you should break free from your proprietary PBX and how to leverage your existing server hardware.
Mobile application security study
Download this report to see the alarming realities regarding the sheer number of applications vulnerable to attack, as well as the most common and easily addressable vulnerability errors.