Allied Telesyn signs Ingram deal

Vendor expected to review and cut distribution line-up following deal

Allied Telesyn is expected to cut its UK distribution tier after signing Ingram Micro Network Services as its latest distributor.

Ingram joins Computer 2000, Open PSL, Acal and Micro Peripherals in Allied Telesyn's UK distribution line-up.

But Nick Ruczaj, Allied's sales and marketing director, said the firm's incumbent distributors are under review. "For a business of our size the optimum number of UK distributors is four," he said.

Ruczaj added that signing Ingram's specialist networking unit is not a broadline move, but that it will harness Ingram's specialist skills and experience.

"Broadliners still struggle with networking but Ingram's specialist Maidenhead division offers the right skills," he said.

The networking equipment vendor claimed it has signed more than 600 resellers in the UK since launching its partner programme last July.

Allied Telesyn said it has been experiencing strong UK growth since adopting a strategy of generating business for and through the reseller channel.

Kevin Vine, director of Ingram Micro Networking Services, said Allied's UK push had been successful, with the vendor increasing its market visibility.

"It now offers a good alternative to more established UK networking vendors," he said.

Vine added that Ingram's decision to work with Allied Telesyn was VAR-driven.

"We have been receiving enquiries from resellers about whether we support the brand," he said. "This agreement increases the choice for our SME and enterprise resellers in terms of networking support and margin."

Vine said Allied Telesyn's distributors had a good mix of specialist and broadline resources. "With its strong UK growth it needs support across both focused and volume distribution," he said.