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Aruba hunts small resellers for VBN play

Aruba hunts small resellers for VBN play

Aruba Network’s virtual branch networks (VBNs) local release presents prime opportunities for smaller resellers, according to the company.

The VBN range includes Rap-2, Rap-5 and the Branch Office Controller family.

The companys’ ANZ country manager Greg Barnes says with the price point of about $250 for the entry level Rap-2 product, and good margins on offer for resellers, he is confident local partners will be interested.

Key potential markets for the products here are thought to include education and health. They were released in the US three months ago.

He says there is an untapped local channel of smaller resellers who have dedicated customers.

“We want to go and find those resellers who have 10 employees or less and probably have 10 to 15 customers that keep them going. This product [Rap] allows them to compete with the top end of town.”

Barnes adds that the vendor will also look at putting incentives together for resellers. “What we tend to do is work around each individual reseller’s requirements, whether it’s a sales incentive or lead generation campaign.”

Westcon Group sales engineer and channel trainer Phil Harper, says the resellers he speaks to are already interested in the product. “They can put a solution out there that will save their customers money and offer them something that essentially no one else can.”

According to the company’s US-based head of marketing Greg Murphy, resellers and integrators can put together business plans for remote networks.

“The opportunity for them to make money via services is profound. When you are talking about a price point this low, it’s very easy for the reseller to bring this to market.”

Barnes adds that the company is growing throughout the Asia Pacific region and is even considering hiring a new local staff member at the end of its financial year in 2009.


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