Networking vendor 3Com is rolling out its Focus partner programme in New Zealand.
It comes as 3Com makes a concerted effort to prove its commitment to the country.
Channel director Dean Vaughan says there is a belief by many that his company has exited the New Zealand market, but he says that’s simply not true.
“3Com is very committed to New Zealand and isn’t afraid to put resources on the ground to drive further growth,” he says.
Shelley Perrett joins the company as New Zealand business development manager, filling the vacancy left by former country manager Richard Harri.
As part of its partner programme, 3Com is re-introducing rebates for its voice and wireless switches and has freed 80% of its marketing budget for resellers.
Most significantly, says Vaughan, 3Com is running training courses in New Zealand for the first time.
“We are very aware that training costs can be a barrier to entry. 3Com doesn’t make margin on training and is able to customise the content to suit the local market.”
Vaughan says the programme links well with 3Com’s four key technologies: switching, VoIP, wireless and security.
VoIP is the biggest area of growth for the company and Vaughan says 3Com offers a 100% VoIP solution, unlike the hybrid products offered by competitors.
“Our partners have been winning strong voice deals with this solution and it presents a great opportunity for them to value-add sell.”
The second biggest growth market for 3Com is its Tipping Point intrusion prevention division.
Vaughan says that Tipping Point combined with 3Com’s switches is a very competitive solution.
3Com’s switching and wireless technologies also continue to grow, says Vaughan.
“The company has a strong presence in volume switching and can prove that with solid enterprise and government accounts. Equally wireless is performing very well, especially in the education market.”
Regionally, 3Com is entering a period of stability, after churning through four country managers in the last three years, with the appointment of Bruce Cossill as country manager for ANZ.