Clarity backs up Nortel offering

Distributor attempts to reduce its reliance on Sun

Distributor Clarity Technology is strengthening its Nortel offering as it attempts to reduce its reliance on Sun.

The Sun Channel Development Partner is adding Secure Sockets Layer certificate services vendor Betrusted as a complementary vendor for its Nortel resellers.

"This is not a huge revenue sell, but it is an essential add-on to our Nortel products," said Matt Tedstone, general manager at Clarity.

Sun accounts for about 70 per cent of the distributor's business, but Clarity hopes to balance this by pushing up sales of other vendors so they eventually contribute half of its revenues, Tedstone said.

"This is founded on a need to be less reliant on one vendor and to show value to our other vendors," he added.

Tedstone stressed that Clarity would not reduce its Sun business and remained committed to the vendor.

Clarity's focus on Nortel follows 30 per cent growth in its business with the vendor in the past six months. "In terms of volume and number of resellers, our Nortel business is growing and Betrusted is an add-on for this product line," said Tedstone.

Ideally, Nortel sales would account for 35 per cent of the company's business. Tarentella and F5 are other important vendors for Clarity, Tedstone added.

Darren Boyce, managing director at Nortel reseller Applinet, said it was essential for channel firms to diversify in the current market climate.

"If you play in one sector and it takes a hit you are affected dramatically, but if you balance the business it is more secure," he said.

"Our Nortel business is growing but it is still all about selecting the right deals to win through value instead of just competing on price."