Compaq aims to level field with reseller program

Compaq aims to level field with reseller program

Promising it will allow its VARs to sell its equipment as competitively as do the vendors that sell direct, Compaq on Monday rolled out a new reseller program aimed at small-to-medium sized companies.

The new program, which builds and expands on the company's Customer Choice program, is called Partner Direct and allows resellers to buy customised systems from Compaq's ProSignia line directly from the company.

Going through a dedicated telesales centre, resellers can now more quickly order ProSignia models as well as third-party products and have them shipped directly to their customers, company officials said. They said they believe the new program allows Compaq to respond faster to customised solutions for specific industries through leads generated by its partners.

The goal behind the program is to eliminate costly inventories, and was described by company officials Monday morning as an "inventory-less distribution model", according to company CEO and chairman Eckhard Pfeiffer.

As part of Partner Direct, Ingram Micro and Tech Data will co-locate with Compaq in its Houston manufacturing facilities where call-centre, third-party products, and configuration support will be housed.

Available through the program will be Compaq's ProSignia server, also announced on Monday. The system, called a ready-to-go server, comes bundled with all of the hardware, software, and networking capabilities needed to support file and peripheral sharing, Internet access, e-mail, data backup, and remote access. The system can support as many as 25 desktop PCs.

Also on Monday, Compaq Capital offered four new financing programs shaped for small-to-medium companies to more easily buy products that can help them expand their business. The Direct Plus Trade-In program lets customers trade in selected older portable and desktop systems and receive as much as 10 per cent off newer portables and desktops either leased or purchased through DirectPlus.

The program accepts trade-ins from several of Compaq's competitors including Dell and Gateway.

Compaq can be reached at

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