Business intelligence specialist Seagate Software has dumped its longstanding distributors, Agate Technology and Intrepid Distribution, in favour of Tech Pacific.
Paul Jenkinson, Seagate Software's channel manager, said the company chose Tech Pacific because it needs a bulk distributor rather than a niche distributor.
"We have a vision to have Seagate business intelligence on every desktop," Jenkinson said. "Agate and Intrepid were doing a good job, but they are fairly boutique distributors and there's only so far you can go with boutique. To get where we want to go, we need a big, national distributor like Tech Pacific. The time for niche has gone and the time for national is here."
Jenkinson said Tech Pacific's close association with Microsoft fits with Seagate Software's strategy to integrate its products with Office 2000.
The decision to replace Agate and Intrepid with Tech Pacific, rather than add Tech Pacifc as one of three distributors, was essentially a "value proposition" to attract Tech Pacific, Jenkinson said.
Seagate Software hopes to sign up more resellers that specialise in bulk reselling, rather than value-added reselling, but will still retain its existing resellers, he added.
Intrepid Distribution's reseller arm, Aeronaut Industries, will remain a Seagate reseller.
Seagate Software's sister company, hardware storage specialist Seagate Technology, will retain its existing channel model, a spokesperson said.