Washington Technology Online Channel News
INFODATA SYSTEMS ADDS PC NETWORKS
Fairfax, Va.-based Infodata Systems Inc. announced that Miami-based PC Networks has joined its Infodata Systems Virtual File Cabinet reseller program.
PC Networks will provide consulting and design services, software acquisition, installation and support services for customers of Infodata, a document-sharing, software products and services company. Infodata's reseller program addresses commercial, government and international markets, and is looking to strengthen its ties to the intranet, groupware and document management markets.
ARELNET LAUNCHES RESELLER PARTNERSHIP PROGRAM
New York-based ArelNet Ltd., which specializes in Internet fax products and other communications tools, recently started its North American reseller partnership program.
Through the program, resellers and distributors can offer ArelNet's Internet fax servers as well as its custom messaging system to commercial and government markets. The reseller program includes training, lead generation, sales support, World Wide Web promotion and competitive margins.
VENTURCOM SIGNS DISTRIBUTOR PACT WITH SIGNAL
Cambridge, Mass.-based VenturCom Inc. and Laurel, Md.-based Signal Processing Services Inc. recently entered into a distribution agreement in which Signal will market and distribute VenturCom's component integrator software for Windows programs. Signal provides contract sales and marketing services for technology products in the government marketplace.
INGRAM MICRO MAKES INTELLIGENT ACQUISITION
Santa Ana, Calif.-based Ingram Micro Inc. recently completed its acquisition of the reseller network division of Exton, Pa.-based Intelligent Electronics Inc.
Ingram Micro assumed $78 million in liabilities in excess of current assets. The company also will become the primary wholesaler to the Intelligent Electronics XLSource division, an authorized direct sales organization and reseller for products from more than 80 technology manufacturers, for an initial term of up to three years.
More than 280 employees based with Intelligent Electronics joined Ingram Micro. Ingram Micro, with $12 billion in 1996 revenues, distributes more than 36,000 products to more than 100,000 resellers in 120 countries.
IBM AND INTRAFED SEEK TO BOOST IMAGING
Armonk, N.Y.-based IBM Corp. and Bethesda, Md.-based Intrafed Inc. will co-market document imaging solutions based upon Intrafed's image capture and processing software.
The partnership will focus on Intrafed's PowerScan and StageWorks products. PowerScan is a leading scanner application that directly controls all the features of production image scanners. StageWorks provides a client/server image processing work flow that takes the image output from the scanners and PowerScan further processes them.
TECH DATA ADDS VENDORS TO GOVERNMENT PROGRAM
More than 50 new vendors have joined Clearwater, Fla.-based Tech Data Corp.'s government program since January, the company announced recently.
In the past year, Tech Data has more than doubled its staff to handle the government business, with 12 sales teams in place over federal, state, local and education markets. Extended credit lines will be offered to qualified resellers during peak buying periods, as well as specialized credit services to help resellers manage cash flow fluctuations associated with government receivables. Options include assignment of proceeds, escrow agreements, standby letters of credit, end-user leasing and electronic funds transfer.
The company also is hosting a seminar series to address the unique requirements of government resellers. In June, a seminar in McLean, Va., attracted 400 resellers. More seminars are planned in South Carolina, New Mexico and Southern California.
Tech Data serves more than 70,000 resellers and generated $4.6 billion in sales for the fiscal year ending Jan. 31, 1997. It distributes more than 45,000 products to 900 manufacturers and publishers.