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Acer still finding its feet with channel strategy

Acer still finding its feet with channel strategy

Acer Australia has replaced its national channel manager just months after Digital veteran Phil Dean-Jones joined the company to redefine its fledgling channel strategy.

Former NSW/SA branch manager Greg Mikaelian has stepped up to the plate and says the vendor will continue the channel programs implemented by Dean-Jones since the beginning of the year.

With speculation surrounding Dean-Jones' departure, Acer officials said he has taken up an "attractive offer" by a Queensland-based software company.

"Over the past few months, we have been working to develop several programs designed to increase the sales and marketing support that Acer provides to its channel partners," Mikaelian said.

"We have recently launched the Acer Premium Club 2000, one of the best channel incentive programs available, and will soon be announcing other programs that will help our partners not only increase profitability, but also contribute to business success."

One such initiative Acer is looking at developing is a second-tier reseller program called the Acer Solution Partner program to formalise its approach to second-tier resellers and to find out more about their businesses, Mikaelian said.

Acer is also looking to pick up one or two new distributors and tier-one resellers who can add value to the solutions offered by the vendor, while some existing resellers "won't be with us in the future", Mikaelian added.

Having had to cut back on the number of partners dealing directly with the vendor, Mikaelian said the big issue facing Acer's channel strategy is "finding the right type of partner".


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