AOpen's New Channel Programs Focus On White-Box Presence

The company, a division of Acer that sells components to systems builders and VARs, is launching a program in conjunction with its distributors to identify the top independent solution providers in each geographic area. Those VARs will be invited to join a franchise of partners to which small businesses can turn for a variety of products.

AOpen is also rolling out a Premier Reseller Program to increase the support it offers its top 1,000 solution providers.

It is difficult for small businesses to find a reliable source for products, so AOpen wants to set up a network of solution providers every 10 miles to provide a full range of services, said AOpen President Paul Su.

The franchise, which has yet to be named but which Su expects to sport a vendor-neutral name, already has a partner in Hi and Low Computers, a Plainview, N.Y.-based solution provider that also distributes motherboards and components from AOpen, BenQ and Asus, all divisions of the Acer family.

The franchisees will carry a wide selection but a limited number of brands, Su said. "We want to be The Home Depot of IT," he said. "If you think of IT, think of us. We take care of small businesses. Who else does? Not HP. Not Dell [Computer."

The program is still in the initial stages as AOpen and its partners look at ways to support smaller solution providers, said Thomson Koon, sales manager at Hi and Low.

The two companies plan to provide their solution provider partners with local repairs and other services, as well as marketing services.

For its Premier Reseller Program, AOpen is in the process of identifying about 1,000 solution providers that sell 100 or more white-box systems based on AOpen components per month, Su said.

"Such resellers are very knowledgeable and deal with education, government and other very demanding customers," he said. "Such customers want proof of distributor and AOpen support before placing orders, and so our distributors are asking for special support for their resellers."

The top 20 to 30 solution providers in each area that become Premier Reseller Program members will receive extended technical support, extended after-service and RMA [return merchandise authorization support including direct service with the vendor, and extended marketing programs including 3 percent co-op funds, Su said.