Data Guardian looks out for BT resellers

The distributor is trying to win over dealers with a package ofdatacoms incentives and services

Datacoms distributor Data Guardian is offering dealers commissions on BT service charges and a BT/Motorola networking solution to persuade them to join up.

Dealers get a percentage of BT line charges for up to five years after installation under Data Guardian's Revenue Share scheme, which was one of the incentives offered by the distributor at its reseller conference at Williams' Grand Prix factory. Commissions vary according to the size and type of the order.

Maitland Hyslop, general manager at networking Var GNC, said the relationship between BT, Data Guardian and Motorola was good for his bottom line.

'It offers a single solution with credible names,' he said.

The distributor claimed that its business services and support, together with BT's network services and networking kit from Motorola ISG, is a winning team.

The deal was presented as a single package, but Data Guardian sales support manager Dan Wooller denied dealers would be tied to an exclusive deal. 'Resellers can still sell services and kit from other telcos. But Data Guardian wants to make life easier for dealers and we feel this is a good single solution,' he said.

Neil Watson, third-party sales manager at BT, claimed the deal would give Vars more control over their prospects.

'Every customer from Jones the butcher to Unilever wants to buy more products from less people,' he said. 'Over time, users spend more on the services element of their Wan than they do on the kit and as margins become tighter this differential will become greater.'

BT's third-party arm has signed Logitek as a distributor for its network services, joining Data Translation Networking, Techex and Foresight.