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06 Oct 2006
Wireless LAN vendor Colubris Networks has signed Selcoms International as its second UK distributor and is hoping to use the partnership to recruit wireless and security VARs.
The US vendor already has a UK distribution agreement with Acal but has signed Selcoms to expand its channel coverage in UK and Ireland with the chance to extend it to the Middle East.
Patrick Deroy, EMEA sales director at Colubris Networks, told CRN: “Acal has been our distributor for four years and we are very satisfied with the agreement. However, our European strategy is to have two distributors in each country. Selcoms approached us regarding the second UK distribution agreement.”
Deroy added that Colubris is not looking to partner with a large distributor, but wants a medium-sized firm that can add value.
“Selcoms has a proven understanding of the wireless market,” he said. “Previously, most of our revenue came from wireless ISPs or the hospitality market, but now we are better equipped to work in the enterprise, education and healthcare markets.”
Deroy added that the Selcoms signing and the Colubris product should attract wireless and security resellers.
Rob Mortimer, sales director at Selcoms, said: “Colubris addresses the Wi-Fi access market, an area that is rapidly growing."
Mortimer claimed that the Colubris offering is complementary to its other vendors’ products because it provides wireless access, a niche that the distributor did not cover before.
“We have 130 to 140 VARs, and 75 per cent of those are suitable for the Colubris offering,” he added.
Keith Humphreys, managing consultant at research house EuroLAN, said: “Specialist distributors such as Selcoms can recruit partners in markets that the broadline distributors cannot.”
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