Siemens Enterprise Communications flies solo with Nimans

Comms vendor parts ways with Westcon and moves to sole-distributor channel model

Siemens Enterprise Communications has become the latest major vendor to favour a single-distributor channel model after throwing all its weight behind Nimans.

The comms vendor is moving forward with Nimans as its sole UK distributor, bringing to an end its four-year relationship with Westcon.

Most established vendors favour having at least two distributors to encourage price competition and ensure resellers have access to multiple credit lines. Security vendor Fortinet, which works exclusively with Exclusive Networks, is among the rare exceptions.

However, Tony Smith, sales director, indirect channel at Siemens Enterprise Communications, said adopting a single-supply approach would pay off, stressing that the vendor already has a "very successful trading relationship" with Nimans.

"By fully integrating our teams, it allows us to focus our combined resources on delivering more value added services to jointly help partners grow," he said.

"Nimans is recruiting additional dedicated resources to bolster their partner support. This includes additional field sales and pre-sales personnel, plus marketing and technical support. These commitments have given the channel confidence in Nimans to act as our sole UK distributor."

Smith said Nimans would help Siemens maximise the midmarket opportunity, claiming the launch of its OpenScape Business presents an opportunity for partners to migrate existing HiPath 3000 customers.

Richard Carter, group sales director at Nimans, said the distributor is expanding its Siemens team to include a technical specialist who will support resellers.

"As part of a collaborative partnership we are also giving resellers access to large enterprise sales leads," he added.