Acer makes the channel its business

Acer has launched an aggressive channel programme, Acer Connect, in line with the company`s business commitment towards an indirect sales model. The programme is designed to rapidly boost the growth of Acer`s channel sales throughout SA and the rest of Africa.

The enhanced programme introduces new accreditation, certification and training levels through margin and incentive schemes.

Says Gary de Menezes, newly appointed Acer channel director in Africa: "Recognising the important role the channel plays in this market, we have added vast new resources in preparation for the new Acer Connect partner network. These include a solutions centre for customer demonstrations, as well as a new business development team, focused solely on driving channel sales."

He adds: "Acer Connect is a comprehensive channel programme for companies who match our commitment to deliver business solutions that focus on improving competitive advantage."

The Acer Connect Partner Programme has an uncomplicated structure, based on three levels of partnership. These will be based on business levels, annual sales, and on numbers of trained sales and technical staff. A higher level of commitment enables resellers to qualify for a higher level of partnership, and the associated higher level of benefits.

Partner status will be reviewed annually for consideration of certification status, marketing activities and business capability.

The newly announced accreditation levels are Acer Executive (highest level), Acer Active and Acer Axion.

All accredited partners are entitled to a partner rebate programme; participation in lead generation; branding and marketing support; and business development assistance. In addition, partners are assigned technical and account management support.

The key features of the new program include:

* Strict accreditation criteria that are achievable and realistic;
* Tightly integrated channel incentives and training programmes;
* New Acer sales and technical training accreditation levels;
* Improved margin structures offering accredited partners stronger incentives to sell Acer products; and
* A revamped rewards system offering channel partners and their staff significant incentives.

Says De Menezes: "Our partners are crucial to our business goals. We work closely and cooperatively with our partners to help craft new opportunities, increase exposure, generate interest and penetrate market share."

"We will also be expanding the Acer product range in SA very aggressively," he adds. "For example, by bringing in Acer products that have not previously been available locally. In addition, we will be revamping our marketing strategies across all our products, from servers to notebooks, storage and handheld.

"The new programme will help us to engage the right partners for our business and our aim is to ensure that, in effect, Acer Connect Partners become an extension of the Acer business - with similar levels of training and similar levels of commitment to Acer," De Menezes concludes.