View all newsletters
Receive our newsletter - data, insights and analysis delivered to you
  1. Technology
April 14, 1997updated 05 Sep 2016 1:02pm

SIEMENS NIXDORF TURNS TO CHANNEL FOR HELP IN THE UK

By CBR Staff Writer

The Personal Computer unit of Siemens Nixdorf Informationssysteme AG is to sell through the channel in the UK in an effort to get a bigger slice of the market. The reasons given are that Siemens in the UK cannot get the direct sales staff in place fast enough to meet the aggressive sales targets set for it by Walter Rossler, head of Personal Computer sales worldwide. Rossler wants results fast because parent company Siemens AG is pressing hard for a 15% return on capital (CI No 3,096). The Bracknell-based UK subsidiary has several million pounds to spend on marketing and according to the newly promoted head of the Personal Computer unit Peter Jones, In the next few months, you can expect to see Siemens Nixdorf everywhere. Siemens claims to be on target to produce more than 1 milllion Personal Computers this year. By its own calculations, this puts it 5th in Europe (IDC currently has Siemens Nixdorf 6th, behind Dell Computer Corp) but within the UK, it is still outside the top 10. Jones wants to propel Siemens above the number 10 slot before the end of the year. At the center of his plan is the total U turn in sales techniques, adopting a 100% channel selling strategy using just two distributors and a growing number of resellers. In contrast, Dell Computer Corp. Direct continues to accelerate using the direct sales methods which Jones now wants to abandon.

Websites in our network
NEWSLETTER Sign up Tick the boxes of the newsletters you would like to receive. Tech Monitor's research, insight and analysis examines the frontiers of digital transformation to help tech leaders navigate the future. Our Changelog newsletter delivers our best work to your inbox every week.
I consent to New Statesman Media Group collecting my details provided via this form in accordance with the Privacy Policy
SUBSCRIBED
THANK YOU