Trapeze hunts experts for enterprise push

Vendor wants VARs to specialise in public sector

The Wi-Fi market is becoming more of a solution sell

Wireless LAN vendor Trapeze Networks has made two channel-focused appointments and launched a reseller programme to help UK VARs drive enterprise sales.

The Master Reseller Programme aims to recruit 10 UK VARs to specialise in the public sector, education or commercial sector. The programme was launched in July and seven of the vendor’s UK VARs have been signed up. KBR and Qolcom will specialise in the public sector; RM in education; and Toranet, Lan2Lan, Spiritel, and Worldwide Solutions in the commercial sector.

To support the programme, Trapeze has recruited Nick Kimber as public sector channel manager and Paul Squires as commercial sales manager. Squires told CRN that talks were taking place to fill the remaining three places.

“The Wi-Fi market is ceasing to be a technical sell and is becoming a solution sell. Nick and I come from solutions sales backgrounds,” he said. “Having started off in education, we are seeing Wi-Fi move into the commercial sector and have created a programme to look at applications and appliances pertinent to those markets.”

Lee Hiscott, managing director of Toranet, added: “It is a vote of confidence in our technical ability. It gives our customers greater confidence.”