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GATEWAY 2000 INC. last week said it will buy Advanced Logic Research Inc., abruptly changing course from a staunch direct marketer to a mix of direct and channel sales.
The acquisition gives Gateway instant access to high-end servers and a base of 5,000 VARs that focus on high-end solutions. The deal also will give resellers access to discounted Gateway desktops and notebooks.
"[Gateway is] interested in the channel. They are interested in our support capabilities. Our dealers are trained and are good partners in business," said Eugene Lu, chairman and chief executive of ALR. "It is not surprising they want to offer a broader product line and would like to have their product offered through the channel."
Gateway is betting on ALR's channel to aid the company in gaining more of a foothold in the corporate marketplace. "No doubt this deal...