D-Link and Netgear are preparing plans to increase their efforts to obtain part of the SMB market share by using the channel. Both companies have said that their battle is to win over VARs and solution providers, proving that they can offer more to SMBs than their consumer products.
Vendors prove the companies right when they make the following statements:
Tracy Butler, president of Acropolis Technology Group, said, "We use D-Link for extremely small businesses—five users—but if it gets to 10 users, 20 users, 30 users, we start to standardize on Cisco. We know it works, and there's very little risk in doing that."
Likewise, Jeffrey Goldberg, president of Washington Computer Services, said, "As you move higher up the product line in sales to larger corporations, the association D-Link has with consumer products tends to work against them from a marketing standpoint."
Netgear's channel director, Mike Stetter, said, "The biggest difference partners will see this year is that support is going to be No. 1, both from the sales and technical sides. I think we have decent support today, but we're not going to rest on our laurels."
The companies may have a long way to go to change their perception in the eyes of VARs and solution providers, but they both plan to give it a good shot. Learn more about their new channel programs in the full article (link above).
Submitted by Joshua Feinberg