Reseller News

3Com boosts channel support

PROFESSING to be a more profitable choice than other networking vendors, 3Com has promised more support for New Zealand resellers.

Selling 3Com, as opposed to other networking products, is a business issue and not a technical one, says Dean Vaughan, the company’s channel director for Australia and New Zealand.

Quoting a study by research firm Gartner that found many resellers operate on margins comparable to those of a grocery store, Vaughan says 3Com aims to help its partners be profitable.

“We are investing more in our local partner infrastructure,” says Vaughan.

From next month, 3Com will host its accredited training for partners in Auckland. This was previously only available in Sydney.

“This will reduce costs for our partners and lower the barrier of entry,” says Vaughan.

More informal “beer and pizza night” training sessions are also on the cards.

These have been very popular in Australia and Vaughan is keen to replicate the concept here.

Meanwhile, 3Com is spending more on marketing to generate end-user demand and is conducting telemarketing campaigns from Sydney.

“We are undertaking aggressive promotions linked to our gold, silver and bronze partners,” says Vaughan, adding 3Com has strong policies and procedures for providing resellers with customer leads.

“Also, we are one vendor that does deliver leads and have made a huge investment in lead generation.”

Service and support is available where required, but is only mandatory on some high-end products. Vaughan says mandatory vendor support contracts cost resellers potential service earnings.

“They eat away at service revenues,” he says. 3Com has also launched new technical specialisation categories in its partner programme that will help it identify the skills of its partners more accurately.

Areas of specialisation include LAN, wireless networking, voice and security.

The scheme is designed to ensure partners have the competencies to put the right solutions together, says Vaughan.

Vaughan addressed partners during a roadshow, which travelled to Auckland, Wellington and Christchurch, earlier this month.

Meanwhile, 3Com has released new managed voice over IP (VoIP), security and network infrastructure offerings in the US this month.