Incanix joins distribution race

Opening gambit: Incanix has snapped up Alcatel-Lucent deal

A new distributor has launched with the sole aim of targeting the “under-marketed” Alcatel-Lucent channel.

Having won Alcatel-Lucent’s tender for a second distributor alongside incumbent Sphinx, Incanix will offer a one-stop-shop to Alcatel-Lucent resellers and will not carry competing brands.

Sales director Wendy Askew, formerly at Cisco, said: “We have ambitious growth plans as Alcatel-Lucent has an under- marketed product set in the UK.”

Data VARs and service providers top Incanix’s wish list.

Askew eased channel concerns that there is any link between Incanix and Alcatel-Lucent reseller IDS-Indata, which is registered to the same address in Malvern.

“At the time of the tender response, a new company was formed at the same address as IDS-Indata,” she said. “Companies House will be updated with the new address in the next few weeks.”

Eamon Connaughton, head of distribution for Alcatel-Lucent UK & Ireland, said that Incanix had given the most “creative response” in its search for a second distributor alongside Sphinx.

“It has always been our plan to increase distribution coverage across UK and Ireland, so this should not come as a surprise,” he said

Mark Hatton, chief executive of Sphinx, said: “This is an interesting time to start
a new company. I think it will be quite hard work.”

Grahame Smee, managing director of distributor Cohort, said: “Alcatel-Lucent is clearly a well-known brand in the channel and a good one for [Incanix] to start with. But big brands demand big sales and that is hard to do from scratch.

"It will be difficult to offer something different to vendors and resellers, but if it can do that it has a good chance."

Scott Dobson, managing director of Cloud Distribution said: “Sphinx was brought on board to mop up MTV and Rocom’s business but has not grown it. I do not think there will be a lot of business for Incanix.”