Resellers could benefit by networker OST pushing into the fast Ethernet market, the company claims.
OST has launched its Advantage programme, which offers higher margins, joint marketing and technical training to dealers which take its high-end Xcellys fast Ethernet switch.
The programme, is designed to kick-start OST's entry into the burgeoning new market. OST has signed 10 of the 25 Vars it wants and is looking for more in the South West and North East of England.
OST channel business manager Andy Jolliffe said the company wanted dealers which had the infrastructure to support highly technical sales. 'Resellers can make extra business on cabling and maintenance,' he said.
Sales of high-performance backbone switches are worth upwards of #25,000. Jolliffe said the market for Fast Ethernet, which transfers network data at 100Mbps, 10 times as fast as conventional Ethernet, was set to take off.
Simon Rogan, MD of OST reseller Sirocom, said: 'We must give OST our anticipated volumes. But dealers are not judged purely on size. Top-tier dealers continue to get product through distribution, but they get a better margin than standard dealers.'
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View photos of all the winners from the 2018 Channel Awards
After a glittering awards evening in Battersea celebrating 25 years of the Awards, we are pleased to share the list of winners and judges' commended winners