Ericsson sets ACC sales target

Swedish telecoms giant Ericsson plans to double its channel sales team after setting itself the task of tripling volumes for its recently purchased networks partner, ACC.

Tony King, UK sales director for the Ericsson Access Products Unit - formerly ACC - believes the industry will see telecoms companies increasing their presence in the network sector, not only to sell their data products but because network Vars are demanding more telecoms-oriented products.

'The Vars want to get involved in data and telecoms convergence,' said King. 'Currently, all the products are still badged under the ACC name, but this will change to Ericsson in the summer and the resellers can't wait. The Ericsson name is well established, better known and a more comfortable brand to work with.'

He added: 'So far, Ericsson has sold mostly direct - all the carrier business is direct and 75 per cent of the PBX business is also direct.

As the IP and wireless market grows and Ericsson starts selling voice and data bundles, it will need the channels. The acquisition of ACC offered Ericsson the necessary channel experience.'

Grahame Smee, managing director of Data Connectivity, said: 'ACC has a loyal set of resellers that were kept well informed throughout the acquisition. It's very keen to see what will happen after the rebadging.'

Smee predicted that there will a rush for integrated products when they are available. 'The people who are currently dealing with Ericsson and ACC are the same people who are expressing an interest in convergence,' he added.