By Sarah Left, 7 April 2000 00:15
NEWS Resellers offer a poor service to their customers and to suppliers of high-end products, according to Ian Wells, the former UK MD of Web-to-host connectivity specialist, Attachmate. Wells believes that resellers prefer to shift boxes, and shy away from selling more complex products. This means resellers are missing out on a much bigger sale, while customers miss out on a well thought-out system. He said: "We need to educate the channel, but the channel needs to educate its customers. If you look at the big corporate resellers today, they tend to concentrate on logistics and not focus on actually promoting specific solutions." Wells would like to see a greater focus on consultancy services in the channel. He said: "The more complex the product, the more worthwhile it should be to the channel, because the whole switch to ebusiness is going to completely revolutionise the supply chain. You're going to have to find money and value for your customers elsewhere." You can see the full interview with Ian Wells in our Reseller Channel (http://www.silicon.com/a36806 ).
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