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US-based wireless security vendor AirMagnet has signed a UK distribution deal with Arc Technology, two years after it first launched in the UK (CRN, 17 November 2003).
AirMagnet already has direct relationships with three UK resellers, Global Secure Systems (GSS), Axial Systems, and Phoenix Datacom. GSS’s sister company, Pro Defence, has been acting as distributor for the firm.
The vendor told CRN its range of wireless LAN administration and diagnostic tools are ready for mass UK channel distribution.
Richard Mironov, vice-president for marketing at AirMagnet, said:
“We are looking to expand our channel. Arc has a very good reach with resellers in the UK.”
Mironov stated that the Air-Magnet products are aimed at any firms using wireless technology, and claimed its gradual UK introduction has enabled the vendor to build-up its brand on UK shores.
“We have the channel partners we need as we do not want to over saturate the market. We are moving deliberately slowly so our channel can find the right market,” added Mironov.
Jim Harvey, networking divisional manager at Arc, was hopeful that AirMagnet is now ready for the mass coverage Arc plans to supply.
“We see the product taking off in a very big way indeed. They have three direct resellers, but we hope to open it to the broader market.
“It is a well-known brand and we see wireless and compliance as a huge growth area that fits into our technical sales model,” he said.
Harvey added that Arc’s inhouse salesforce will be tasked with raising awareness and feeding leads to its reseller base.
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