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15 Jan 2007
Security distributor Sphinx is branching out into the convergence space by signing Alcatel-Lucent, following recent hints by the vendor that it may look to part company with its incumbent distributors.
Graeme Allan, vice-president of enterprise sales UK and Ireland at Alcatel-Lucent, told CRN: “We are in discussions with both MTV and Rocom, our existing distributors, regarding their contracts. The partnership with Sphinx is a different approach because it has no competing vendors and can focus solely on our voice products.”
Allan added that Sphinx will bring a different set of skills and VARs to Alcatel-Lucent. He said the vendor may also consider appointing another distributor to handle the data side of its portfolio later in the year.
Mark Hatton, managing director of Sphinx, said: “This is a huge signing for us. The convergence sector is also a logical progression from the data and security arena. We have been keen to get into this space, but it had to be with the right vendor.”
Hatton added that Sphinx has dedicated staff to focus exclusively on the Alcatel-Lucent business and will also have three Alcatel-Lucent employees seconded to its office.
“This is a new revenue stream for us, but the major part of our appeal to Alcatel-Lucent is the fact that we came into the relationship without baggage and without competing vendors,” he said. “We will focus our efforts exclusively on it.”
Hatton added that the distributor will not look for any additional voice vendors.
Richard Carter, managing director of Rocom, said: “The Alcatel-Lucent brand really failed to attract enough interest from our VARs and we are looking at a phased withdrawal from it as a commercially sensible decision. Our remaining stable of products is enough to help us drive forward in the converged market.”
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