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Acer still finding its feet with channel strategy

Acer still finding its feet with channel strategy

Acer has appointed another new person to the national channel manager helm, 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 pioneered by the outgoing 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," said Mikaelian.

"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 program 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 said Mikaelian.

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".

The result of this approach will see the culling of some resellers in favour of others.

"With these programs in place, our objectives will focus on increasing sales volume and establishing a base of quality partners who will bring incremental and niche business and skill sets to the table."


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