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NEC Chooses Channel

NEC is moving to a 100 percent distribution model for its fault-tolerant and Itanium 2 servers, software and storage products.

This week NEC will announce that Avnet Partner Solutions will distribute the products. This latest deal comes one month after NEC signed a distribution agreement with Team 1 Systems, a Pittsburgh-based distributor and system builder.

Previously, about 20 percent of NEC’s business from these products came from direct sales, said Efrem Stringfellow, vice president of North America Sales for the Solutions Platform Group at NEC Solutions America.

In addition, NEC has created an Express Partner program to offer tiered sales and marketing support to solution providers. The program and a 100 percent commitment to distribution should eliminate conflicts with NEC’s direct sales team, Stringfellow said.

“We’re not looking to compete for services business. We have been aggressive with our pricing structure. We will apply our resources from a sales and product marketing focus around [Team 1 and Avnet],” Stringfellow said.

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