Bradford Networks moves to two-tier model

NAC vendor aims to foster ties in Meru channel after appointing Siracom as first UK distributor

Network access control (NAC) vendor Bradford Networks has enlisted Siracom as its first UK distributor to target sales outside its education stronghold.

US-based Bradford has traditionally focused on the higher-education space in the UK through an exclusive partnership with reseller Khipu Networks. This came to an end in 2009.

Bradford will draw on Siracom's channel of Meru Networks resellers to build a presence in other verticals, including healthcare, warehousing, logistics and enterprise.

Khipu will maintain direct ties with Bradford. The handful of other resellers Bradford has accumulated since 2009, including EAC, will now buy through Siracom.

Scott Tyson, EMEA channel manager at Bradford (pictured), said Khipu remains fundamental to the growth of Bradford's UK business.

"We are going two-tier for two reasons," he explained. "First, the product is now mature and second, NAC is no longer just an education product and is going into the enterprise."

David Thompson, managing director of Siracom, said the partnership would initially target Siracom's top 20 Meru resellers.

"We will not go after Khipu's marketplace or compete for its support contracts," he said. "We have a very successful channel predicated around Meru and it has been received tremendously well by them."

Meru and Bradford have worked together for years in the US and Thompson said their mutual focus on relatively high-density deployments makes them a compelling combination.

"Wireless and access control go hand in hand," he added.

Andrew Brimson, managing director of Khipu, was unfazed by Siracom's appointment.

"This will only help sales in the UK and get the name of Bradford out there," he said. "Bradford is still a very important part of our business and we do not see that changing."