NV3 cuts distribution deal with Panansonic
Distributor and vendor go separate ways, citing a flat market
Panasonic and Northamber’s voice arm NV3, have dissolved a distribution agreement for Panasonic’s range of business telephone systems.
Panasonic blamed a flat sub-100 extensions market for the split, which was a mutual decision by both firms. However, its other distributors, Nimans, Rocom and MTV, will continue to offer the systems.
David Hennell, commercial manager at Northamber, said: “Panasonic has refocused and we have decided to wait for the market to become riper.”
Roger James, head of Panasonic business telephone systems, said: “We thought there was an opportunity in the SME market with data resellers looking to provide these products.
“We worked with Northamber to get the data resellers, but it simply hasn’t taken off,” added James.
Scott Dobson, managing director at voice over IP (VoIP) distributor VComm, said: “Northamber is more of a broadline operation, and Panasonic’s existing channel base has more of a specialist coverage.”
Dobson added that understanding telephony issues and focusing on a smaller number of vendors is a healthy approach to telecoms distribution.
Graham Francis, managing director at Panasonic reseller Vocale, said: “The Panasonic range is reasonable, but there is a lot of competition. Panasonic is new to VoIP, but remains strong in the SME market.”
Northamber also split with networking vendor Strix Systems at the end of last year (CRN, 7 November).
The Strix relationship ceased after the vendor claimed it was not getting the attention it needed from Northamber, which has over 100 vendors on its books. Strix has a specialist focus on wireless LAN products and subsequently moved to networking distributor React Technologies.
Last year Hennell told CRN the Strix relationship failed to blossom and insisted Strix has “very specialist” technology.