Networking vendor 3Com is targeting more UK resellers for its SME range of voice products.
3Com’s MBX product line offers voice applications for SMEs, and the vendor plans to double its reseller ranks on UK shores.
Mike Valiant, product marketing manager at 3Com, said: “I’d like to see another 30 to 40 UK partners for the MBX range to expand coverage.”
Valiant added that 3Com already has about 20 to 30 UK MBX partners, and he claimed that resellers can find a range of value-add opportunities.
“With the MBX range resellers can add other applications to integrate, and they can provide ongoing customer support,” he said.
Valiant added that 3Com is looking for VARs that have the networking and telephony skills to implement voice over IP (VoIP), unified messaging and IP conferencing.
“We offer VARs full background and product training, which enables them to get up to speed,” Valiant said.
Gordon Davies, commercial director at 3Com reseller Compusys, said: “3Com is right to look for new partners because it is consistent with what the firm needs to achieve. I’m surprised it doesn’t go for a bigger numbers. It could easily get 100 to 200 UK partners.”
Davies added that the MBX range can scale up to 500 users, but will mainly sell into the 100-user market. “3Com’s traditional market has continued to erode and its MBX VoIP range has been its salvation. It has to find consistency in the market,” he said.
Jon Wetherall, UK and Ireland country manager at rival networking vendor Hewlett-Packard ProCurve, said: “We work with Mitel in the SME space because it is an established voice vendor in the UK. I have not seen a great deal from 3Com in the SME marketplace.”
Wetherall claimed 3Com’s stra-tegy to find additional channel partners is right, but the SME end of the market is already crowded.
“Overall, 3Com seems to be focusing on the low-end volume space, with NetGear and D-link also offering competition,” he said.
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