Networking equipment vendor Nortel is increasing its investment in IP research and will use the channel to reach emerging IP markets.
Micheline Germanos, Europe, Middle Easy & Africa marketing director for IP services at Nortel, told Computer Reseller News: "Eighty per cent of our research budget now goes on IP technology research."
Nortel will now aim directly at the channel to focus on the smaller internet service provider market, she said, adding that this will complement its existing direct strategy.
Networking giant and Nortel rival Cisco Systems also uses a three-tier model. Clive Hailstone, general manager of the Cisco portfolio at Computer 2000 said the channel is "essential for bringing value-add and cross-vendor networking equipment to SMEs [small to medium sized enterprises]".
He described how the bigger resellers supplied networking equipment to large corporates, but saw smaller resellers getting involved.
"We are going to see large growth in the SME space this year, supplied through a range of resellers. All businesses want to get on the internet and Cisco is aiming for this space," he said.
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