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24 Sep 2009
Networking vendor D-Link is hunting business-to-business VARs to make a concerted push into the IP surveillance market next year.
The vendor held a series of reseller roadshows throughout the summer and has added about 430 UK VARs since May. UK and Ireland general manager Chris Davies claimed the events had highlighted resellers’ appetite for IP surveillance kit.
“We are putting more muscle into that market,” he said. “We are developing a more comprehensive solution.
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“A lot of existing partners already have the right skills, but this will be attractive to specialist VARs and there will be new blood in the channel this year.”
Davies claimed August sales through distributors Micro Peripherals, Computer 2000, EntaTech and Ingram Micro had grown by 18 per cent year on year. Managed wireless sales so far this year have increased ninefold on the whole of 2008, he added.
The success of VARs was rewarded with five extra margin points on all kit bought through distribution this month.
“A lot of this growth comes from Business Solutions partners,” said Davies. “I am looking to increase the breadth and depth of partners.”
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