Gateway this week launched a new reseller program called Gateway Partners, under which the company will concentrate on using the indirect channel to sell mainly its line of servers.
According to a source at Gateway, the company will leverage reseller relationships from its recent acquisition of Advanced Logic Research (ALR) to expand the distribution of the Gateway products.
Despite Dell's success, one analyst sees Gateway's decision to go indirect as a smart move.
"Dell has been very successful with the direct model, but the majority of business opportunity applies to the indirect channel," said Jonathan Eunice, an analyst at IT Advisor.
Others see the Gateway indirect initiative as a way to more aggressively market four- and eight-way servers.
"The six-way technology that ALR has is something of a dead-end relative to the four- and eight-way systems that are becoming standardised by Intel, particularly with Intel's purchase of Corollary," said Brian Richardson, an analyst at the Meta Group.