Acer to beef up commercial business strategy


Acer to beef up commercial business strategy

Alex Scroxton
Computing hardware specialist Acer is to roll out a new partner programme in the next few months with the express intent of beefing up its commercial business and targeting more enterprise customers.

Speaking to MicroScope, Acer commercial business unit manager Nathan Knight said the firm recognised it needed to diversify away from its consumer-centric heritage, and revealed the firm has already been recalibrating parts of its operation, such as its support organisation, to make it more attractive to commercial buyers.

"We want to develop an extension of our portfolio. We have a very broad product portfolio [and] want to ensure that our customers can leverage that technology," he said.

The new programme, which is set to drop at the end of Q1, is pitched at the SMB end of the market and will include a revamp of partner classification and certifications, a new portal, and pricing and bid management tools, among other things, said Knight.

The second pillar of Acer's approach will be to attempt an assault on the enterprise market. Knight explained: "We want to bring business that our competitors had transacted direct through the channel."

Acer has had an enterprise team in place for eight months, and is already claiming a number of major project wins, said Knight.

It is also using its status as an official Olympics partner - it has deployed around 10,000 desktops, 2,000 notebooks and 900 servers to LOCOG so far - to catch the eye of CIOs who may previously have enjoyed a direct relationship with other vendors.

UK managing director Neil Marshall believed that the prospect of having a PC option would tempt resellers who found themselves in competition with the direct-selling arms of firms such as Dell to sign up.

  • Acer says it has put the inventory issues that plagued it during 2011 well and truly in the past, and claims that a leaner channel is already paying off. Read more here.
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