3Com’s IP networking storage subsidiary H3C has recruited Renaissance Brands to build its New Zealand channel and market presence.
The vendor says it has established itself in its home base of China and wants to expand in other countries throughout Asia Pacific.
“We chose Renaissance for its skills not just in logistics but also in marketing, sales and support,” says 3Com Asia Pacific vice president and general manager Peter Chai. “Also it has an extensive network of channel partners, especially in the mid-market which fits in very well with this line of products.”
Chai says 3Com’s market share in China is about 30 percent, with it being able to capitalise on the low cost of research, development and manufacturing there. He says more than half of 3Com’s revenue comes from the Asia Pacific region. “We want to replicate that in other countries, especially others in Asia Pacific.”
Providing solutions that cater for the entry level through to the enterprise is also a competitive advantage, he says. It also wants to make the most of 3Com Group’s security industry leadership with Tipping Point.
Renaissance Brands general manager Mark Dasent says it will leverage its experience in representing networking companies. “We’ve got some very loyal reseller relationships out there through other networking brands.”
Renaissance will look to establish H3C among its education and Apple channel, and among tier two and three resellers and bring on new partners, Dasent says.
The distributor will also implement training programmes and is looking at how the vendor’s channel programme can be rolled out locally. Channel programme enhancements are set to be introduced on November 5.
Renaissance will train two engineers in H3C technology.
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