Direct connectivity vendor Perle Systems has launched its Connection Partner programme, a web-based reseller support initiative.
The move follows its acquisition of channel-focused rival Specialix International earlier this year. Peter Graham, vice president of sales and marketing at Perle, said: "The idea is to give resellers all the support they need via a website."
Perle is reportedly planning more acquisitions to further broaden Specialix's reseller base. The scheme is now available, but all the features will not be ready until January.
"We were a direct selling company, but we realised that if we wanted to grow in the business-to-business marketplace we had to go through the channel," said Graham.
Guy Perkins, senior account manager at Perle reseller Sovereign, welcomed the move. "There is a lack of support for connectivity products. Most vendors have pulled out, but connectivity does need a lot of support," he said.
To this end, Perle is adopting Cisco protocols as de facto standards. "We are adopting Cisco 105 as a market-standard IP routing interface, and we offer products that complement it. Rather than competing with Cisco, we decided to recognise the company as a market leader and its software interface as a market standard," said Graham.
Angela Hesse, UK and Ireland public relations manager at Cisco, stressed that more than one vendor partner should be considered. "Cisco does not tie to just one solution because we are driven by our customers' desires and needs," she said.
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