3Com unveils updated masterplan

3Com finally outlined its new channel approach this month in the wake of its recent restructuring.

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By  Peter Conmy Published  August 5, 2000

3Com finally outlined its new channel approach this month in the wake of its recent restructuring, which saw the company move away from LAN and WAN core networking, touting simplicity and a deeper focus on its partner channel.

According to Shane Buckley, 3Com EMEA’s channel marketing manager, the company, which is now “all channel,” will offer up three new levels of partner using the Olympic standards of gold, silver and bronze, which between them will be charged with servicing all 3Com consumer and Small to Medium Enterprise (SME) customers.

In the 3Com classification, that amounts to any customer from a single user, to a single site of 2,500 users. “In EMEA, that amounts to 95% of our business as the old company,” he told Network Middle East.

"Comprehensive and Flexible"

Simplicity is key for 3Com, according to Buckley, for the purpose that it enables the building of more comprehensive and flexible solutions. “Complexity doesn’t scale. Simplicity does,” he said.

“The whole scope around simplicity is that from the drawing board, the engineers are working on these technologies so that the out of the box experience is simplified.

"However, if you look at each of those products individually, they need to be built together into quite a customised and complex solution. The building of that together is really the value that our partners offer to customers and the good thing about it is that once the customised solution is actually built, the deployment of it is much lower cost,” said Buckley.

3Com divested itself of its networking core products this month, favouring instead high growth areas in its consumer/SME and high-end carrier business. The carrier business will effectively run as a separate business within 3Com to the broader channel business.

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