Caching vendor Expand Networks has signed channel solution provider EquIP Technology and value-added distributor FutureLink to its distribution channel to give resellers a piece of the bandwidth market.
Scott Dobson, UK and Ireland country manager at Expand, said: "We offer the Accelerator range of enterprise caching boxes which addresses the flow of internet data within a company's network."
The companies were chosen by Expand partly because of their willingness to allow resellers to try products before they buy. Dobson said this was an important value add for resellers to offer customers. "EquiP and FutureLink have been chosen as our distributors to hold the stock for reseller evaluation," he said.
Expand opened a UK office in Reading last month and is already seeing demand from resellers for its caching product.
Neil Ledger, co-founder and director at EquIP, said: "We have already signed up a dozen resellers and already expect £300,000 turnover on the product."
Dobson explained that resellers get a bad deal from telecoms companies for selling their bandwidth at a small one-off commission. He said this product gives them the opportunity to make money from bandwidth.
Expand has also announced its accreditation scheme which provides training and marketing support to resellers.
The company said it has recognised the importance of resellers to its sales strategy. "In the US we initially went direct, but we have now pulled away and are moving to resellers because of the great value they offer. In Europe we are going through the channel from day one," said Dobson.
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