Six weeks into their partnership, Computerlinks and Siemens Enterprise Communications have highlighted the challenges of educating security resellers about the intricacies of wireless technologies.

David Caughtry, director of e-business for Computerlinks, said he was looking to sign about 15 good-quality VARs to sell Siemens’ wireless technology, but conceded that some were more receptive than others.

“Some security VARs are very focused on security. They might struggle to exist if they do not broaden their portfolio. Some VARs will need a lot more education and a lot more convincing,” he said.

David Dyer, channel marketing manager for Siemens Enterprise Communications, claimed the benefits of some wireless technologies are not fully appreciated. “I think there are clear business benefits that we are able to deliver with fixed mobile convergence. But there is a low level of awareness among VARs about what those benefits are.”

Caughtry indicated that the emergence of wireless 802.11n technology could be a boon for the market.
“It is a growing market and I think 11n will bring wider adoption of wireless, whereas at the moment it is put in as a nicety,” he said.

Dyer hoped that the nascent partnership would help his company increase its channel revenues.
“We have a market-leading technology, but no established relationships with the VARs that would sell it and we were looking for a partner to provide that reach,” he said.
“We have a lot of activities planned, mainly around education.”