Systimax Solutions is to chop up to 30 per cent of its partners across Asia-Pacific in the next 12 months.
The news comes after the cabling vendor announced that mandatory re-certification would be a part of its updated partner program, Systimax First, which was due for launch next month.
"Our updated channel program is all about raising the qualification bar," vice-president and regional managing director, Dr Ispran Kandasamy, said. "We are re-qualifying all our partners to enforce stringent guidelines and there is a big possibility that existing partners may not qualify."
While the company would provide training and education for its partners, 20-30 per cent would be unlikely to make cut, Kandasamy said.
"We need partners that are capable of going out and explaining the benefits of our technology to Fortune 500-type companies," he said. "Those operate in multiple countries so when they update their infrastructure they need to know they will get the same service levels everywhere."
The vendor's current Australian distributor, Anixter, would help qualify the local base of 77 partners, Kandasamy said.
"While we are reviewing partners, we are comfortable with our distribution strategy here," he said. "We look for a combination of reach and richness, but in Australia richness is what is need and Anixter meets our needs."
The channel review was given greater urgency following the release of two new products from the vendor - its enterprise wireless LAN offering, AirSpeed, and its 10 gigabit Ethernet cabling offering, GigaSpeed X10D, vice-president of solutions R&D, Luc Adriaenssens, said.
"The most difficult thing is to educate people on the return on investment aspects of these products," he said. "Once they lay out the benefit of a lifecycle cost standpoint, then people get it, but as we are 100 per indirect we completely rely on the channel to communicate this."