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AT&T Adds Wyse Hardware To Hosted Services

Thursday, 16 March 2006 by Michel Roth

AT&T on Tuesday said it has started reselling thin-client hardware from Wyse Technology. The deal enables San Antonio-based AT&T to bundle Wyse thin-client and display terminal products into sales of its hosted Internet services, said Art Gough, general manager of the carrier�s business services.

AT&T plans to target accounts traditionally keen to thin-client computing, including vertical markets such as health care, retail, financial services and government, Gough said. Sales of Wyse products will be driven primarily by AT&T's professional services organization, he said.

The AT&T-Wyse deal doesn�t include any incentives for Wyse partners to bundle AT&T services with sales of Wyse products, said Tarkan Maner, senior vice president of global marketing and sales at San Jose, Calif.-based Wyse. The reselling agreement will increase profits for Wyse and give the thin-client vendor a greater global reach, but it won�t conflict with the channel sales efforts of Wyse solution providers, Maner noted.

A broadline solution provider can offer a wider variety of options, be they thin clients or fully loaded PCs, according to Freeman. When it comes to a soup-to-nuts offering from AT&T, "if you aligned yourself with a single vendor, you have limited choices," he said.

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