Ericsson Enterprise has been forced to reshuffle its UK channel after one of its two large direct-buying VARs decided to reduce its focus on the vendor.
Logicalis, formerly Logical, has gone through management changes in recent months and has said it is now looking to focus on other areas, away from Ericsson.
"We have an ongoing relationship but felt our focus has changed. It was decided (we should) place our core emphasis on other things," said Ian Cook, European group managing director at Logicalis. "We have decided mutually with Ericsson that we will not go forward as a Sales Partner."
Cook added that the firm will continue to support its Ericsson installed base but will not buy direct from the vendor.
Fredrick Boone, director of marketing at Ericsson, confirmed that the relationship with Logicalis will continue, but said the relationship has changed. He declined to comment further.
Ericsson's UK channel is made up of Nimans as a distribution Sales Partner, supplying about 25 resellers, and Logicalis and Damovo as reseller Sales Partners with direct relationships.
Industry sources have claimed the vendor is on the verge of signing a new reseller as a direct-buying Sales Partner. Recently re-launched Premises Networks is hotly tipped to take this mantle.
With change imminent, Ericsson's recent decision to appoint a dedicated UK channel head comes at a good time. Andy Starnes has joined the vendor as channel director UK and Ireland, charged with improving relations with and increasing sales through the channel.
Paul Rennuci, managing director of Damovo, said it is good that the vendor is pushing more resources into the UK channel.
"This will create more awareness and lead generation," he said. "Ericsson's product road map has improved and it has re-invested in its enterprise business, which is good news for its large installed base."
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