ChannelWare has signed a new distribution agreement with 3Com South Africa, aimed at expanding its portfolio of technology brands.
MD of ChannelWare Tony Galvao says the new distribution agreement gives resellers access to a wider range of products, helping them to provide end-to-end solutions.
"In addition to the products in our portfolio that take care of customers' enterprise client, server, storage and software requirements, networking also forms a vital piece of the puzzle. With the portfolio we now have in place, our resellers can start providing solutions that cover the entire spectrum of customer needs - it strongly positions them as end-to-end solutions providers," he says.
Tracy Lawler, channel and distribution manager of 3Com South Africa, says from her company's perspective, ChannelWare plays an integral part of the company's strategy to extend its scope into the market.
"Up until now, our distribution strategy wasn't allowing us to touch all of our potential markets. When ChannelWare approached us, we knew the historical ambit of the MB Technologies Group, along with ChannelWare's distinctive distribution modus operandi, would be a good platform for reaching markets that we had difficulties addressing in the past," she says.
Lawler adds that 3Com previously experienced challenges engaging with the growing SME sector, as well as verticals such as manufacturing, engineering and finance. "We believe ChannelWare's good penetration into the market and its focus on a mix of brands will help us gain access to those markets."
Galvao says ChannelWare's current skills allow it to bring the majority of 3Com's solutions to market. Over the coming weeks, it will embark on an internal upskilling exercise, which will result in ChannelWare gaining access to 3Com's range of VOIP and converged communications solutions, he notes.
"We plan to make a very noticeable entrance into networking with this latest distribution agreement - both through upskilling our internal resources and those of our resellers. We believe the networking market is poised for growth and we will be ready for it," he concludes.
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