Networking vendor Lantronix is seeking UK data centre resellers to expand its EMEA footprint.
The US-based firm is distributed through Jade Communications and Acal in the UK. Both distributors will be instrumental in the upcoming recruitment drive.
Errett Kroeter, director of worldwide channel marketing at Lantronix, said it is time for the vendor to enhance its product set and increase EMEA penetration through the channel.
“We are seeking to raise the visibility of Lantronix to the resellers out there. We are pleased with our UK distributors, but want additional VARs. We have a 100 per cent indirect model, feeding leads to resellers so there is no channel conflict.
“We will drive the resellers to the distributors, but VARs will still have contact from us for marketing, technical support and a monthly newsletter,” he said.
Kroeter said Lantronix currently has around 24 active UK resellers, but wanted to increase market share in the data centre arena.
“I’m looking for quality over quantity and hope to get 100-200 resellers across Europe. We would like to sign data-centric or Cisco resellers. They should have contacts with customers with good sized data centres.”
Kroeter added that the Lantronix product set can operate as an add-on sale for resellers which will enable them to return to customers and up-sell the Lantronix portfolio.
“If you are selling a services model, these products are great for that. Medical is a big vertical for us, as is finance and banking, and government.”
Susan Williams, head of Lantronix’s sales and marketing at distributor Jade Communications, was pleased at Lantronix’s latest drive to improve UK coverage.
“It is a long awaited push from Lantronix and it is now paying more attention to the UK market. We have around 20 resellers that do the bulk of our business. If we can double the resellers we have that would be great,” added Williams.
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