1/19/98 Computer Reseller News 67
1998 WL 2189488
Computer Reseller News
Copyright 1998 CMP Publications Inc.
Monday, January 19, 1998
772
Distribution
Team effort:Merisel lineup to help ISPs enter new markets
Scott Campbell
El Segundo, Calif. -- Like a coach putting together its best players,
Merisel Inc. has drafted a starting lineup of associates to help
Internet service providers (ISPs) break into the reseller market.
The distributor, based here, is dedicating a team of sales, technical
support and financial services personnel to ISPs. Merisel began the
initiative after finding a growing number of ISPs were interested in
expanding to services other than dial-up access.
"The ISP marketplace is consolidating and it's difficult to compete
with the larger companies," said Carl Glick, Merisel's manager of
networking products.
Among the solutions ISPs are seeking, Merisel said, are LAN
configuration for end users, Web hosting and consulting services.
Merisel is targeting 4,000 ISPs for its new initiative and has
rounded up companies including Ascend Communications Inc., 3Com Corp.,
Compaq Computer Corp., Microcom Inc., Multi-Tech Systems Inc., ICon CMT Corp. and Uunet Technologies Inc.
"Those companies are a good sell into the ISP arena. We partner with
them for other things, too, but they have the right products to
complement ISPs," said Glick.
Merisel also is adding leasing options, dedicating a portion of its
Web page to ISPs, and installing a toll-free number that includes
WAN/LAN technical support specifically for ISPs.
In addition, ISPs interested in selling Sun Microsystems Inc. Web
servers may receive assistance in becoming an authorized Sun reseller.
Merisel's Sun unit, the Merisel Open Computing Alliance (MOCA),
partnered with ICon to provide qualified resellers with reduced
installation fees and options in the purchase of fractional T1 access.
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