3Com eyes up VoIP and security resellers
Vendor's latest recruitment drive targets key areas it wants VARs to tap into
3Com is looking to swell its EMEA channel ranks by signing new security and voice over IP (VoIP) resellers.
The vendor told CRN at the beginning of the year that it intended to double its VAR numbers in the SME space (CRN, 30 January). The latest recruitment drive will cover all sectors. However, 3Com has flagged up four key areas it wants resellers to tap into. These are: wireless, enterprise networking, VoIP and security, with an emphasis on the latter two.
Curt Fisher, vice-president of 3Com’s business partner organisation, told CRN: “We did not want to ruin what we already had in the channel, so we spent a year speaking to the channel and end-users to design this programme. We will recruit VARs only after we have been to our current channel-base and asked them what they feel we need to do in the market.
“We have good reseller relationships in the UK, and good direct marketing. We will see more security and VoIP VARs come on board.”
Fisher claimed that resellers will now receive additional support from 3Com.
“We are not over-distributed and our market is not saturated. This will give resellers a better opportunity to win more business and make more margin,” he added.
Gordon Davies, commercial director at 3Com reseller Compusys, said new 3Com VARs will raise awareness of the vendor in the UK.
“It is a positive move to get more resellers, and 3Com has been listening to our concerns. It is after quality, rather than quantity,” he said.
Davies added that if 3Com is to reach its business objectives, it will need to improve on the channel coverage it currently commands.
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