PC vendor Acer continues to reorganise its channel structure with the appointment late last week of Alstom as a national distributor.
Acer will take advantage of Alstom's strength in the server market and, according to Alstom's marketing manager, Lorraine Cowper, its ability to add value.
"Alstom can configure and put a product together. We also have established resellers who can add further value by including software," explains of Cowper of Alstom's attractiveness to Acer.
Acer will also utilise Alstom's experience in the SME and corporate markets and in Acer's reorganisation phase the distributor will provide the vendor with "more feet on the ground and access to the channel," said Cowper.
From Alstom's point of view the agreement goes part of the way to replace the business it lost when it missed out on a spot in Compaq's distributor line up. "Acer will provide us with a similar product and we will meet the same returns as we did with Compaq," said Cowper.
Alstom will also begin an expansion into the government and education markets on the basis of Acer's strength in those areas.
Cowper is not anticipating any major challenges as a pioneer of Acer's recent channel reorganisation, although she perceives that there will be some tension with existing Acer distributor, CHA.
"We focus more on the server side of things but there will be a cross over as we want to sell Acer's entire range of products. This could create some conflict with CHA," suggests Cowper.