Networking joint-venture H3C and distributor Renaissance plan to get large local integrators on board, as part of a bid to position the brand as an alternative to Cisco and other US-based vendors in the enterprise market.
On a recent visit to Auckland, 3Com Australia/New Zealand country manager Grant Howe says it is in discussions with a number of such partners here, but says he can’t comment on the names of those already signed on. 3Com is a partner in the H3C venture with Huawei, headquartered in China.
“We’re looking for tier-one partners to take on the relationship with 3Com,” says Howe. “They deliver the ability to support the client base.”
Howe says the New Zealand enterprise networking market is worth US$300 million and is characterised by commoditised infrastructure. H3C therefore wants to differentiate its offering according to the price of the product, maintenance and support.
“Market conditions give us the opportunity to challenge the status quo in networking,” says Howe. He acknowledges his company faces an uphill battle to gain ground against incumbent heavyweights. However, he says many companies in other industries have become dominant players after starting out during economic downturns.
H3C’s channel programme has been introduced in 60 countries. Amanda Sachtleben