Expand Networks broadens reach with InTechnology signing
Distribution deal comes as vendor attempts to break into remote office consolidation
Expand Networks has outlined plans to broaden its reach into new markets after the WAN optimisation vendor signed its third UK distribution deal with InTechnology.
The deal will see InTechnology recruit VARs for Expand’s recently unveiled Compass Partner Programme (CRN Online, 14 June). InTechnology will operate alongside Expand’s current distributors, Vcomm and InterQuad.
Adam Davison, vice-president of EMEA sales at Expand Networks, told CRN: “Previously, our distribution strategy involved the voice over IP [VoIP] side of our channel, which is covered by Vcomm, and the application side, which is covered by InterQuad.
“We have now completed our channel strategy because InTechnology has a very strong networking division and it allows us to get into remote office consolidation.”
Davison added that Expand is after a core of focused partners, including a mix of high-end players and smaller, more focused firms.
“We have already held discussions with our other distributors and they see the InTechnology signing as operating in a different vertical to their businesses,” he said.
“Expand partners get good margins and deal protection. We also have a new channel manager on board and a team of end-user sales people to create business for our partners.”
Steve Pearce, chief operating officer at InTechnology, said: “The need to maintain application performance and remote-user productivity is creating a growing demand for WAN optimisation and data consolidation.”
Scott Dobson, managing director at Vcomm, said: “I used to run the EMEA team at Expand and I recommended InTechnology when I left. It is strong in storage an d it will do well for Expand. InTechnology will take the Expand product to new resellers. If there is a VoIP play, I’m sure we’ll be contacted.”
Dobson added that the only issue with the relationship could be that InTechnology also distributes for rival WAN optimisation Riverbed Technology (CRN, 7 August).
>> Further reading:
Compass points Expand towards more resellers