Silicon Graphics targets indirect sales

High-performance computing, virtualisation and storage vendor Silicon Graphics (SGI) has announced plans to aggressively expand its indirect sales strategy with the launch of a new structured channel programme.

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By  Stuart Wilson Published  June 27, 2005

High-performance computing, virtualisation and storage vendor Silicon Graphics (SGI) has announced plans to aggressively expand its indirect sales strategy with the launch of a new structured channel programme. The SGI Channel Connection Programme includes sales, marketing and technical support for partners and will play a pivotal role in the vendor’s attempts to crack the rapidly growing market for high performance computing outside the enterprise account environment. Gilbert Soufan, general manager at SGI Middle East and North Africa, said: “The commoditisation of high performance computers has pushed most manufacturers to offer their channel partners the same type of product. There was no room for innovation or differentiation.” “SGI is the only manufacturer who still provides channel partners with differentiated computing solutions. As this industry segment continues to grow, SGI's new channel-centric strategy, scalable product line and channel programme, firmly position the company to increase revenue generated through indirect channels,” he added. SGI’s new programme includes the Channel Connection Academy, which focuses on building up partners industry and technical specialisation as well as a range of marketing and sales tools including MDF. The programme will also include an opportunity registration component designed to encourage channel partners to build up their own services business without fearing conflict or competition with SGI’s own services arm. “SGI will also be announcing new low-end channel-friendly products and quick-ship configurations in the coming months to focus on low-to-mid-range, departmental server, storage and visualisation needs. Customers can truly expand on demand with SGI solutions, whether the compute power needed is 2 processors or more than 10,000 processors and can grow as the customers’ needs change,” concluded Soufan. All SGI partner categories will be covered by the new programme including value-added resellers (VARs), systems integrators, OEMs, licensees and ISVs. SGI has already restructured its field organisation to support a limited number of named accounts with those outside this classification identified as channel-only business.

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