Global perspective to Avocent's distribution
Avocent signs distribution agreement with Gamma Global
IT infrastructure management vendor Avocent has signed a distribution agreement with Gamma Global to gain access to more telecoms and networking VARs.
The vendor already has UK distribution agreements with Ingram Micro, Computer 2000 and Computerlinks (formerly Unipalm), but it has signed Gamma Global to diversify its reseller base.
Russell Stevens, regional director at Avocent northern Europe, said: “We worked mainly with enterprise and SME resellers before. However, signing Gamma will help to open us up to VARs in the telecoms and networking spaces.”
Stevens added that Avocent’s new VARs will have customer relationships with networking firms, ISPs and mobile phone network providers.
“Gamma has good technical skills because it has already been trained by us,” he said.
“We are trying to grow our market share and Gamma will bring some new resellers to the party.”
Stevens insisted that the signing of Gamma will not affect its current distribution deals because Gamma’s business model is different.
“Gamma is not in the broadline space; it is more about adding value,” Stevens said. “It offers more than just shipping tin.”
Eamonn Chandiram, business development director at Gamma Global, said: “Generally, voice and data is converging, so traditional IT resellers are getting into new markets. We can help with this migration.”
Chandiram added that Gamma is not looking to duplicate the work of Avocent’s other distribution deals.
“Avocent is an organisation that understands the two-tier model, Chandiram added. “It looks to create end-user demand and push sales through its channel.”
Dave Caughtry, head of e-business at Computerlinks, said: “Gamma is a different type of distributor to us, so I do not see its appointment as much of a problem.”