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Disty doubts over Packeteer discount campaign

Disty doubts over Packeteer discount campaign

US-based traffic management vendor Packeteer is targeting the New Zealand higher education sector in a new campaign, promising savings to resellers of up to 40% off list price.

However, while welcoming the promotion, its New Zealand distributor LAN Systems questions its suitability for the smaller size of Kiwi facilities.

Packeteer offers ethernet-based technology that lets companies put controls on their bandwidth use and use compression technologies to get more bandwidth out of existing connections.

Peter Owen, territory manager for Packeteer in Australia and New Zealand, brands the campaign as “the most significant and aggressive programme we have undertaken so far in the Australasian channel”.

Owens notes this latest move follows Packeteer offering a 30-day free trial and evaluation, free reseller training and its newly-launched “Three Packeteers” lead generation campaign.

He says this latest campaign will help the higher education sector save on their IT networking costs, allowing them to provide better and more consistent service to end users, adding that Packeteer already supplies many such institutions.

LAN Systems general manager Frank Ollie, though, says many of these existing customers are in the US and at first glance, it appears that this latest initiative may be aimed at campuses and centres much larger than those found in New Zealand.

The reduced price was “very, very good, but it maybe more than what these institutions tend to pay”, he says.

“Education clearly needs these products and this is Packeteer’s way of helping them, but it needs to be scaled down to suit New Zealand university requirements,” Ollie continues.

Packeteer will soon stage a regional conference in Hong Kong.

One of the issues to be raised at it, Ollie adds, will be the US company looking at targeting its offerings better to make them more appropriate for countries like New Zealand, which are dominated by smaller firms and organisations, rather than large corporates.


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