Colubris Networks raises CAPP to UK reseller programme
Vendor keen to recruit channel partners that have the ability to sell into the enterprise market
Wireless LAN vendor Colubris Networks has launched a UK reseller programme to expand its enterprise presence.
The vendor, which was recently boosted by $14m in additional funding (CRN, 26 October), has now launched the Colubris Advanced Partner Programme (CAPP) to swell its VAR ranks.
Chris Koeneman, co-chief executive of Colubris, told CRN: “We have 200 worldwide partners in a well-developed channel programme. In the UK we have 25 partners, but we might grow our UK channel by up to 20 per cent.”
Koeneman added that Colubris is keen to recruit channel partners that have the ability to sell into the enterprise market.
“Previously, enterprises used to use Wi-Fi so their employees would have more connectivity, but we are seeing Wi-Fi emerge to be used by visitors, not just internal employees,” he said. “We are also seeing voice emerge as an application on Wi-Fi.
“The ideal partners for us will be Wi-Fi literate, because it is hard for us to take on a partner without Wi-Fi knowledge.”
Koeneman said that as Colubris recruits new partners, it remains keen to develop business with its current channel partners.
“We will provide our partners with the key material and support to help them grow their existing business,” he said. “Our UK distributors – Acal and Selcoms – are excellent partners and we are not looking to add another distributor.”
Rob Mortimer, sales director at Selcoms, said: “Our relationship with Colubris is going well and we have seen a lot of potential in the market for a fully managed wireless offering.
“We welcome the new partner programme because it will provide support and rewards to reseller and integrator partners.”
Mortimer added that Selcoms has outlined plans to recruit more Colubris resellers.
“Wi-Fi mobility and voice networking opportunities are increasing,” he said. “The message to potential resellers is that it’s time to embrace wireless solutions.”
Colubris has also promoted Europacom to Premium Reseller status in the UK, following the completion of enterprise wireless LAN projects for customers including Wolverhampton and Dudley Breweries and Specsavers Opticians.