National distributor Prion Distribution Technology successfully completed dealings with Intel this week for the distribution of the chip maker's just released 4-way Xeon servers.
The white-box distribution deal, which is expected to be launched next month and to be rolled out in January next year, will see Prion partner with a select group of VARs and resellers to onsell the unbadged servers.
According to Prion managing director Michael Bosnar, the Xeon servers, which are effectively Intel boxes, will come with "very attractive" pricing in the vicinity of 20 per cent off the current price of similar server offerings.
"Because this is a white-box deal it gives our VAR partners the chance to sell an entire solution rather than just selling the merits of the Xeon box.
"The Xeon arrangement could also be an attractive alternative for a number of Digital resellers which are looking for an alternative to the current crop of offerings from Hewlett-Packard and Compaq," he added.
Bosnar said Prion would shortly take the wraps off a build-to-order agreement that the distributor is currently putting the finishes on in conjunction with a well-known assembly outfit. The partnership, which is expected to deliver results in around six months time, will include the establishment of two test centres in Sydney and Melbourne which will allow Prion customers and resellers to test customer applications and networking environments prior to delivery.
"This build-to-order service will initially revolve around our Intel offerings with a view to including Compaq and Hewlett-Packard equipment shortly," Bosnar said.
"Build-to-order will allow us to order components from the likes of Compaq, HP and Intel, have them integrated onsite, and then delivered to resellers or direct to customers fully configured.
Meanwhile, Prion has secured a 12-month specialist distribution deal for Hewlett-Packard's range of Mopier multifunction printing and copier devices.
According to Bosnar, these devices offer resellers a tremendous margin opportunity as they aren't just printers or copiers - two product markets which traditionally have not offered attractive margins for resellers.
"In the past, HP has had difficulty selling the cost of copying with regard to its printers. However, the Mopiers are more of a solutions sell which will see resellers using demo equipment and developing cost of copying sales strategies.
Prion has enlisted the services of 20 reseller partners, which are all currently participating in certification programs to sell the products.