Alcatel-Lucent snuggles up to newborn distributor

Hatton: it is difficult to see what Incanix will bring to the table

Newborn distributor Incanix has scooped its first vendor franchise in the form of a contract with Alcatel-Lucent.

Alcatel-Lucent has worked exclusively through Sphinx for two-and-a-half years, but has appointed Incanix to target new resellers and increase uptake of its converged IP solutions.

Incanix is a newly formed company made up of industry figures within the channel, including former Cisco figure Wendy Askew.

According to its web site, Alcatel-Lucent is its sole vendor partner thus far.

Incanix has been granted access to Alcatel-Lucent’s full portfolio of converged solutions, including voice over IP, data, security and applications. The Worcestershire-based distributor said it had set up a dedicated team to offer Alcatel-Lucent resellers assistance with both business development and pre- and post-sales technical support.

Sphinx has been Alcatel-Lucent’s sole distributor since 2007, and chief executive Mark Hatton confessed to having mixed feelings over the appointment.

“The plan was always to introduce a second distributor at some time but it is difficult to see what this outfit will bring to the table,” Hatton said.

Eamon Connaughton, head of distribution for Alcatel-Lucent UK & Ireland, stressed that Incanix would augment its existing distribution activities.

“[Incanix’s] remit will be to reach new resellers, equip them with the tools they need to get started, and reward them for their sales efforts, ultimately helping more businesses save money and make money through the deployment of converged ICT solutions,” he said.

Askew, who is sales director at Incanix, said: “Our partnership with Alcatel-Lucent will allow us to target resellers with an industry-leading end-to-end portfolio, enabling these partners to provide convergence offerings that deliver speedy ROI and meet end-user communications needs both now and in the future.”