Gateway claims rivals meddled with UK partner recruitment


Gateway claims rivals meddled with UK partner recruitment

Microscope contributor

Gateway reckons its partner recruitment drive in the UK stalled because rivals put pressure on prospective resellers and distributors to steer clear of the brand.

The Acer-owned business - a professional infrastructure operation in Europe - talked back in April of plans to build a local channel but until recently developments were slow to take root.

Distributors Microtronica and Enta Technology have now signed up with Gateway and it has
convinced SCH Group's SME and retail outfit IT247 to seed its server and storage kit in the UK education market.

IT247 is the twelfth top tier Business-In First accredited reseller to team up with Gateway but John King, EMEA business manager at the vendor told MicroScope it was not yet naming the others.

"We know resellers and distributors were heavily targeted by our rivals. The UK was one of the hardest places for us to get a stronghold thanks in large portion to our rivals being aggressive with prospective partners," he said, but refused to expand.

A competition launched by IT247 in conjunction with Gateway and Microsoft saw £30,000 worth of IT infrastrcuture, software and services awarded this month to one of 200 participating schools in Birmingham.

King said this would be used as a reference site to win over other education establishments in the UK, "this is our starting point with IT247 but we'd like to expand the relationsip as we mature together."

The partnership was described by Andy Wright, SCC director of vendor alliances, as an  "experiment that is contained within IT 247", adding "we are not putting resources into this like we do with HP or IBM to spec and build quotes".

Wright said lots of vendors had tried and failed to break into the top three space in the server market but having lived through the "Acer revolution" which was initially dismissed by notebook rivals, Gateway could be be viewed as a "threat long term".

Enta Tech previously had a master distribution contract with Acer that ended as profits from the
franchise did not meet expectations, said Jon Atherton, group commercial vice president,

However, he confirmed its wholesale and ISP Enta Net division would be stocking Gateway servers, storage and clients. "Gateway is part of Acer but it is a totally different set up in terms of the people, the products and the margin potential for distributors and resellers".

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