Данные отрывки показывают, что именно нужно понимать под
"indirect channel program".

Mark Weber, vice president of federal business for the maker of storage solutions, software and servers, said the company wasn't opposed to using the channel of government resellers to sell its products, just indifferent.

"If business went direct, great; if it went indirect, great," he said.

Increasingly, producers of IT wares are realizing the benefits of the reseller model. Resellers with established relationships with various federal agencies can be invaluable in expanding the reach of a product.

Reseller alliances with systems integrators also help boost sales. And the reseller model is a good one for growing companies.

Working with partners also is in tune with the corporate trend to outsource functions that aren't a company's core business.


Resellers are just part of a distribution system that gets products to end users. Systems integrators and distributors also play an important role in the channel. The ability of a manufacturer to be flexible and able to work with any systems integrator or any channel partner is also a key to success in the federal market, Charles said. www.washingtontechnology.com/news/20_11/cover-stories/26324...