Comstor broadens vendor stable
Distributor signs over 20 new vendors to tap into vertical markets
Network distributor Comstor has signed over 20 new vendors to enable resellers to tap vertical markets and succeed in convergence and security.
It has signed vendors such as Sony, Arc Solutions, Aladdin and KIRK Technologies, that will enable resellers to complete projects in new verticals markets.
The OneDefence and OneVoice programmes will provide complete product suites for resellers which will assist in shipping core Cisco technology.
Comstor feels the move will enable resellers to become 'trusted business consultant' for end-users while understanding and reaching new markets.
Thomas Schoon, marketing director for Europe at Comstor, said: "We are looking to complete the Cisco portfolio and offer products that can be affiliated to build a solution."
Schoon said that Comstor will offer the technical background and feels a new batch of resellers will be attracted while dedicated partner will be rewarded.
"Resellers can work on solutions for vertical markets and every reseller who shows commitment will have access and benefit. We can get resellers from new markets and get new markets to resellers," added Schoon.
Fausto Amoroso, vice president of marketing at Cisco reseller, feels it is a positive move for resellers, but voiced concerns for Cisco Gold partners.
"It is an interesting development and it will help smaller resellers to sell advanced technology. We will see if this impinges with Cisco Gold Partners and if the differentiation is eroded away," he said.
Amoroso feels that shipping voice and security has become more mainstream in the market and working with niche vendors will assist resellers.
"The signed vendors are the ones you need to complete a voice and security solution and resellers need the smaller vendors."
Keith Humphreys, managing consultant at research house EuroLAN, said: "It is an excellent idea, but sometimes when distributors put bundles together it's not what the resellers are trying to achieve."