Azlan follows the planets

Networking distributor Azlan is rolling out a channel programme aimed at bringing high-growth technologies together to make them easier for resellers to sell.

The programme, Azlan Planet, uses the solar system as a model, with planets representing specific high-growth technologies, such as IP communications. While each can exist on its own, it also depends on the others to maintain the “harmony” of the system, according to the distributor.

Alan Reeve, European business development director at Azlan, pointed to the interdependence of voice and security, which are both still capable of independent existence.

“This programme incorporates all the technologies from our advanced suite, and gives resellers all the tools they need in one place,” he said.

Reeve added that the growth of new technologies, such as IP telephony, is based on resellers’ education, and said Planet will give them all the tools they need to develop sales. “This adds significant value to the reseller if it has an interest in some or all of the advanced technologies,” he said.

Planet is free to all Azlan resellers, and includes pre-packaged marketing collateral, lead-generation assistance, an online reseller forum, seminars and tailored sales training.

Rachel Power, an analyst at Canalys, said: “This is a good way to get resellers’ attention. The market is converging and resellers need to be able to carry more than one solution.”