SGI Re-Defines Sales Strategy for Growth (Continued)
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Channel-Ready Products

SGI's primary focus is in the scientific, creative and engineering markets, and it is within those areas where the open systems Linux® environment of SGI® Altix® high-performance computing servers and Silicon Graphics® Prism® visualization systems, along with SGI® InfiniteStorage solutions, offer the greatest value to end-users. SGI® NUMAflex® architecture, coupled with SGI's highly differentiated shared memory capability, running in a true 64-bit Linux environment on Intel® Itanium® 2 processors simply provide incredibly high performance compute and visualization solutions that no other company can offer. SGI will also be announcing new low-end Channel-friendly products and quick-ship configurations in the coming months to focus on low- to mid-range, departmental server, storage and visualization needs.

Putting an end to Channel Conflict

Image of woman asking a question Commodity server vendors have created a challenging climate for resellers to be successful due to their highly over-distributed channel models where partners sell the same products into the same markets. SGI has something unique to offer our channel partners. Our strategy is to help partners eliminate channel conflict and target specific markets with differentiated SGI solutions in order to maximize their revenue potential and provide the greatest value to their customers.

Recruiting and focusing on a select set of specialized partners dedicated to delivering solutions that solve customers' problems is what SGI's new distribution strategy is all about. SGI has a clear sales alignment with fewer parties in the integrated direct and indirect sales distribution chain. This means we're not overly distributed but provide a healthy business climate to enable our partners to be successful.

SGI has reorganized the SGI field organization to support a limited number of named accounts. Non-named accounts are identified as channel-only business. SGI channel teams in each geographic region are resourced with business, market, and territory managers to formulate joint account engagement plans for further developing existing market segments, and approaching new customers beyond SGI's core markets.

Expand on Demand

SGI is the only company focused on HPC solutions that are engineered specifically for technical and creative users and not retro-fitting enterprise solutions to fit the market like its competitors. Customers can truly "Expand on Demand" with SGI solutions, whether the compute power need is 2 processors or more than 10,000 processors and can grow as the customers' needs change.

SGI's "Expand on Demand" philosophy applies not only to the technology and products that differentiate us from other vendors, but also to the business opportunity landscape. SGI can enable your business growth to new territories and new markets through the teamwork, training, technology, and sales tools.

Through engaging direct and indirect channels, SGI extends market reach, strengthens our value proposition, broadens our targets, and expands the portfolio of products and services we offer to customers. Together we build mutually profitable businesses enabling both SGI and Channel Members to win.

Visit our site for more information on SGI Channel Connection and to learn how to qualify to become an SGI Channel Connection member.

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Images courtesy of SGI.