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Raritan evaluates sales model in favour of partners

Raritan evaluates sales model in favour of partners

US-based KVM switch vendor Raritan is reviewing its local distribution model as the company explores how to best serve its customer and partner base.

"We are evolving into a partner based models opposed to a traditional reseller model," regional sales director of Raritan A/NZ, Gary Hull, said.

"We want to service a suite of boutique business partners rather than the standard distie model."

The traditional IT sales model starts with the vendor, distributor, reseller and then ends with the customer. Hull wants to change that to vendor, partner and then customer.

Partners offered more flexibility, with the varied the partner model, the better, he said. For example, System Integrators might be more project based compared to VARs.

In February, Raritan signed Lan 1 as a key distribution partner for its business. It joined KVM Australia.

These partnerships will be maintained under the restructure.

"No business partner will be disadvantaged or penalised," Hull said. All should be finalised by early June.

In January, Raritan opened up its Sydney office to better service the NSW, ACT and Queensland markets with its product offerings.

Keyboard, Video, Mouse (KVM) switches allow a user to control multiple computers and devices on a network from a single keyboard, video monitor and mouse.

Raritan recently released its CommandCenter NOC 250 and NOC 100 devices. The management devices allows system administrators to monitor the hardware in a company's IT environment. They can scan a network, know what ports are being used and perform packet analysis.


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