Centrecore throws its weight behind Aruba

Wireless LAN vendor's largest UK partner falls into line following channel overhaul

Aruba Networks has received a major boost after its largest reseller, Centrecore, finally gave its blessing to the wireless LAN vendor’s new-look channel structure.

Centrecore, which is the internal IT arm of News International, was one of a number of hybrid reseller/distributors that saw its direct contract chopped as part of the shake-up (CRN, 13 August).

Although it was feared the firm would jump ship in protest, Nick Smith, sales manager at Centrecore, told CRN he was happy to continue as a Platinum partner under the new regime.

Smith said: “We were disgruntled at first but we now need to dust ourselves down and adjust from a distribution model. We support the fact Aruba has tried to clean up its channel.

“Aruba has the benefit of superior products. Should there have been equal products in the market, our decision may have been different.”

Smith claimed that Centrecore is responsible for a third of Aruba’s UK turnover.

He added that Centrecore is keen to continue supplying some of its 25 reseller partners and said the firm can still support them with its 20-strong force of trained Aruba engineers.

Hybrid reseller/distributor Ampito Group, which is said to be Aruba’s third largest partner by revenue, also saw its direct contract chopped, alongside pure distributors Computerlinks and Noxs.

Jess Thompson-Hughes, managing director at React Technologies - one of two remaining Aruba distributors alongside Mayflex - said: “All of Aruba’s partners thought the changes it said it would introduce would go away. But Aruba has stuck to its guns, and no-one has walked yet.”