Cisco has finally lifted the lid on its new distribution arrangements in New Zealand after a trademark clash with local telco Spark NZ.
As reported by Reseller News last week, Cisco has come to a distribution agreement that will see Spark NZ subsidiary Telegistics appointed a full distributor for Cisco products.
Spark NZ will also distribute Cisco's Spark-branded communications platform, the source of the trademark conflict, exclusively after Spark agreed on a licence to let Cisco use the Spark brand locally.
Cisco country manager Dave Wilson said the deal took a while to get going, but all parties are on the same page.
"We came to agreement early that this was a product set that we wanted to take to market together for both the end users and the channel," Wilson said. "But next and most importantly was how do we protect Spark's brand inside this?
"That is what's taken us most of the time. Not only for the up-front agreement but to make sure it stays in place."
The answer was to give Spark NZ exclusivity on Cisco Spark products. A license agreement to that effect was signed last week that will finally see the Cisco Spark platform marketed and sold in New Zealand.
Wilson said there was a lot of built up demand for the product as while it hasn't been avaialble over the last 18 months, people have been doing their own research.
"There's a great line-up of customers already wanting to take the next step to look at it and and understand it more," he said.
Cisco laid the foundations for distribution changes last month, overhauling its local strategy to part company with Dicker Data and Ingram Micro, appointing Westcon-Comstor as a sole distributor.
Wilson said the changes announced then and the current announcement are completely separate.
"One started about 15 months ago and the other 18 months ago and them coming to market three weeks apart is coincidence," he said.
Wilson described Cisco spark as a "communications platform on steroids", featuring open APIs to allow users to integrate own software into platform - a feature that will increases the total addressable market for resellers.
It also features messaging, calling, file sharing, full encryption, secure digital workspaces and both AI and virtual reality capabilities.
“Cisco is pleased we have been able to work with Spark New Zealand, a key partner in New Zealand, to obtain a license to use the Cisco Spark brand in New Zealand and provide customers with the end-to-end encrypted and open-API Cisco Spark platform and its associated endpoints," Wilson said.
Telegistics has already been acting as a distributor for all of Spark Cisco requirements for the last 12 months, Telegistics director and Spark general manager of value management Rajesh Singh said.
“We're really excited to be named as one of two Cisco distributors in NZ and we're looking forward to working in partnership with Cisco and the ICT reseller community to bring business changing solutions like the Cisco Spark Board to New Zealand businesses.
“Cisco is one of New Zealand’s leading technology suppliers in the ICT infrastructure and cloud space and we feel privileged to be able to represent their brand and products,” he added.
Wilson said all customers will be able to access Cisco Spark through their reseller of choice. All resellers will be able to purchase from Telegistics in the same manner as any other distributor around the world.
Telegiistcs will start an eight-week Cisco on-boarding process starting today.