Attachmate takes the Exclusive approach to new Reseller Partner Programme

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Summer campaign launches with view to enlisting resellers throughout 2012

Exclusive Networks has joined forces with software vendor Attachmate to launch a comprehensive Partner Programme for resellers in the UK. The scheme – entitled Extend – will give resellers access to structured marketing campaigns, sales support, and dedicated account management. The Extend Partner Programme is being launched to coincide with a wealth of opportunities being presented by Windows 7.

Attachmate offers comprehensive legacy access and extension solutions, including a range of advanced terminal emulation, host integration, and SSH products. The company recently confirmed its sole distributor status with Exclusive Networks after ending an eight-year relationship with Ingram Micro. The move to sole distributor status will allow both companies to deliver a more focused approach to the reseller channel in the UK, with the Extend Partner Programme spearheading activity throughout the summer of 2012.

“This is all about what’s best for the channel,” explained Camille Morgan, UK Channel Manager at Attachmate. “There are a lot of complex issues around Windows 7, desktop refreshes and standardisation and a lot of opportunities for resellers. However, we need a distribution partner that can fully support us and help us to fully develop the channel. It’s no longer just about renewals, but is now about out-of-the-box selling. With Exclusive Networks’ knowledge and our customer base we are confident that we can more comprehensively explore new opportunities and, through initiatives such as our new Partner Programme, can reward the reseller partners who put the effort in.”

Through the Attachmate Extend Partner Programme resellers will benefit from support with renewals contracts, contract consultancy, marketing support, datasheets, cheat sheets and help with identifying opportunities. Resellers will also enjoy the added benefits of a dedicated account manager, ‘Campaign in a Box’ marketing support, account mapping, joint customer visits and the ability to offer consultancy-on-demand as an additional option to the software sale.

Speaking about the arrangement, Chris Walsh, Director at Exclusive Networks said “The Attachmate offer and Extend Partner Programme needs dedicated focus and we are the only UK distributor with the skills and the reach to push and maximise the Attachmate message through the channel. Working together, we are confident that 2012 will be a year in which the Attachmate name becomes even better known with UK resellers.”

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