Thin-client vendor Wyse is attempting to whip up a channel frenzy in the run up to the opening of its first Sydney office later this month. This new thrust into the Australian market coincides with the launch of a new product range, which will bring the company into more direct competition with the ailing PC market.
Wyse has previously conducted its Australian marketing wholly through its Australian distributors Brocker Vendor Services (formally Sealcorp) and Alstom IT. With the opening of a Sydney operation, additional support to resellers is now available wihout affecting existing distribution arrangementsAccording to David Yewell, Wyse Asia-Pacific vice president in sales marketing, the Winterm 1200LE, 3230LE, 3730LE and 8230LE are designed to service different levels of the market. The new Australian presence will give the company the opportunity to have establish more direct contact with their channel partners.
Yewell believes that the thin client market is set to take off as end users realise the potential savings to cost of ownership type issues.
"The real cost of ownership of a PC comes over time in terms of running costs. Thin client offerings provide savings in ongoing management, and maintenance costs," Yewell said.
Wyse is busily evangelising thin client offerings throughout the Asia-Pacific region, and looking to increase its channel presence.
According to Paul Wilcox, Wyse sales manager for Australia and New Zealand the vendor is interested in upgrading their current channel partners as well as finding new talent.
"We have about 10 very active partners and about 50 more who sell through our offerings sporadically," Wilcox said. "We are looking at expanding this spread geographically and finding new partners. A lot of resellers have become caught up in the box moving, single digit margin, PC spiral, and we are interested in offering them a different type of solution that allows them to work at a higher level and earn better margins."