3Com has launched a fresh attempt to build a convergence channel by unveiling a programme aimed at its convergence partners.
The company said it has recognised that many resellers have a knowledge gap in this area, and that it hopes to remedy the situation with its new In Focus programme.
The programme has been timed to coincide with the release of the company's NBX 100 communications telephony system, and was created in response to the shortage of resellers with IP local area network telephony skills in the channel, according to sources within the company.
Leigh Howard, sales director at Westcon, an In Focus distribution partner, said: "3Com has recognised that there is a gap to fill in this area and it is attempting to fill it with the programme. This is new technology, and the NBX 100 is the first product of its kind in the UK."
He warned that Westcon will need to bring the technology to resellers in a package which includes training and support, because resellers will struggle to take converged technology to the market. The points-based incentive programme will be implemented in the coming months.
3Com has also planned a series of road shows to support In Focus. These will include presentations from Westcon and 3Com, and are scheduled to take place at sports grounds such as Anfield, Villa Park and Twickenham during November.
Howard claimed that interest in the shows is high. "These presentations are designed to allow partner resellers to learn about the technology, and we are filling up with partners very quickly," he said, adding that Westcon expects 80 to 85 resellers to attend.
Meanwhile, 3Com has unveiled three new Bluetooth products: a PC card, a universal serial bus adapter and a wireless access point.
First published in Computer Reseller News
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