D-Link drives DSL into the channel

Manufacturer anticipates increased take-up among small businesses

D-Link is making its new range of digital subscriber line (DSL) routers and modems available through resellers, in anticipation of an increase in the use of the technology.

The company said that the new range will work on standard copper phone lines, and will enable small to medium sized enterprises to access affordable high-speed multimedia services.

Dion Luyk, D-Link's general manager for UK and Ireland, said the products are low maintenance. The value add element for resellers will come from complementary products.

"A lot of peripheral devices will be required because DSL networks are always on. They are therefore constantly exposed to the internet, so they need security and sharing devices," he said.

Luyk added that, because legislation has been passed regarding the unbundling of local loop networks, resellers have an added opportunity within the sector to sell networking products.

"Companies like BT are selling DSL equipment packaged with services, and there is no opportunity for resellers. But with faster unbundling, and with the growth of broadband services, resellers can start selling products," he explained.

Adrian Cooper, sales and support manager at reseller Memorex, agreed that the process of unbundling the local loop will trigger growth in DSL demand. "DSL will take off after local loop unbundling because it was the lack of available links that was holding everything up," he said.

D-Link has been fully committed to the channel since it launched its structured accreditation programme in May, and has built up a channel of 15 strategically linked resellers.

Luyk stressed that the firm wants its channel to grow at a controlled pace to meet its reseller support obligations. "We are expanding our channel gradually because we do not want to over-extend ourselves," he said.

The company's products are available through its distribution partners, such as Micro Peripherals, Ingram Micro, Enta Technologies and Interface Solutions.

Darren Perks, network divisions account manager at Enta, said that, despite its caution in channel building, D-Link offers good assistance to resellers that sell its kit.

"D-Link offers good support for all resellers selling its equipment. We have had a lot of interest from resellers. The early stages of its reseller accreditation scheme have gone very well and many resellers want to enrol on training courses," he said.