Gateway signs first reseller contracts


Gateway signs first reseller contracts

Microscope contributor

A channel is not built overnight but Gateway has still taken longer than expected to get its house in order and sign up the first tranche of reseller partners.

It has been a slow start for the Acer-owned mid-market brand which is ushering on board some new personnel and preparing to ink deals with two distributors to carry its fledgling server line-up.

"We have just finalised our legal contracts with 15 partners and are looking for 50 in the top tier," said John King, Gateway EMEA business development manager and acting UK boss.

"The challenge was to make sure the team is set up properly so we have the right structure to support distributors," he said, adding it had also revamped the single tier channel programme to three.

Nathan Knight has joined the company as UK sales manager to work alongside three business development managers and more could be added as the operation matures, King added.

The firm says its main selling point to resellers is its 100% channel model, the rebates it will pay out on sales - currently under wraps - and its pure focus on business resellers to prevent pricing conflict with online resellers.

The main technology thrust for Gateway will be servers and storage - the second phase was recently unveiled - and it expects to pull through a revamped range of client products on the back of infrastructure sales.

It currently sells through Computer 2000 but King said he was planning on bringing another two distributors on board, although they will focus only on servers and storage.

Computer 2000 has sold Gateway PCs since mid-2009 but Mark Glasspool, general manager for the PC systems division, said the low number of reseller partners committed to the vendor had hindered adoption rates.

He said new PCs were en route to the UK channel, prices were 5-10% more competitive, availability was now good, Gateway had recruited more staff to support the business and revamped its channel programme to three tiers.

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