Security distributor e92plus is making its first move into the convergence market by signing networking vendor Adtran.
Earlier this year, CRN exclusively revealed that e92plus had reorganised its internal structure to focus on the SME sector (CRN, 13 March). This included working with vendors outside the security sphere.
US vendor Adtran, which specialises in network access products for both enterprise and SMEs, and sees itself as a competitor to the likes of Cisco, 3Com and Hewlett-Packard ProCurve, wants to increase its presence in the UK.
Ed Williams, director of enterprise products for Europe at Adtran, said: “We are number two in the US market place, but we have not had a lot of international business outside the US. However, we are looking to build up our channel business across Europe. We want to deliver our entry point products into the SME and commercial markets in the UK.”
Williams added that e92plus is the first UK distributor to sign with Adtran. It is also in the process of signing ACAL, a second distributor.
“E92plus has traditionally been a security only distributor, but it has seen the need to move into the network layers as well,” he said.
Under Adtrans’ channel programme, partners will be divided into three tiers: Advantage Plus at the top, followed by Advantage in the middle, then Registered, Williams added.
Mukesh Gupta, managing director of e92plus, said: “Security has always been seen as only part of the network. Our resellers have been fulfilling that for some time.
“However, following on from our restructure earlier this year, this partnership with Adtran will allow our resellers to offer the complete picture. This gives them more revenue streams by building better relationships with their customers.”
Gupta added that as convergence continues, the ability to offer both security and networking products will strengthen e92plus’ overall position, which in turn will benefit its reseller base.
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