Resellers will play a key role in taking Aruba Wireless Networks' new secure voice-over-wireless LAN products to the enterprise in the UK.
The company is building its channel programme and is working with React Technologies as its sole UK distributor.
Aruba said React had signed up 10 UK resellers to sell its new voice-over-Wi-Fi (VoFi) security product, Secure Voice.
The vendor is offering incentives and training to sell its voice-over-wireless systems. Earlier this month, these were combined with products from SpectraLink, TeleSym and Vo-cera.
Keerti Melkote, vice-president of product marketing, said: "We are always looking for new channels to grow our customer base. We're looking for a small, knowledgeable group of resellers."
Jess Thompson-Hughes, managing director of React, confirmed this approach.
He warned that wireless network vendors should not look for "box sellers" when offering complex networking and sec-urity solutions.
"We are looking to grow levels (of business) with existing resellers rather than taking a mass approach," he said.
Thompson-Hughes added that React Technologies will act as Aruba's sales and support team. Since Aruba is a start-up, resellers would be vital in extending its reach into Europe, he said.
The distributor will offer resellers sales, engineering and technical training. But the company added that Aruba is still working to finalise the details of the marketing support it will offer.
Among the resellers that have signed up to sell Aruba's VoFi products are ADM, Wireless Airware, BATT, KMH, Limeshore, Online Network Solutions, Satelecom, Sharkey Construction and Taylor Made Computer Solutions.
Jim Kernahan, managing director of Wireless Airware, said: "Revenues from wireless LAN installations have been dwindling, but security, voice-over-wireless solutions and network management are bringing value back in wireless solutions."
Aruba claimed that its Secure Voice product overcomes the problem that many VoFi phones cannot be authenticated on wireless networks, making the network susceptible to hacking.
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