Foundry and Ericsson court enterprise VARs

Two heavy hitting networking hardware vendors look for skilled resellers to take their solutions offerings into the mainstream in a bid to build Middle East enterprise channels.

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By  Colin Browne Published  February 25, 2001

Enterprise data networking resellers will find themselves increasingly in vogue over the next few months as new vendors rush to gain their loyalties. Both Ericsson and Foundry Networks recently opened their doors in Dubai—Ericsson used to be Abu Dhabi-based—and told ITP.net of plans to piece together a strong solutions provider channel by the end of the year.

For its part, Foundry believes that the delayed opening of its Middle East office—Extreme Networks set up shop over 18 months ago—will have no impact at all on its ability to compete with that vendor for resellers. The channel is already in place and operating in most parts of the region, Farook Majeed, regional director for Foundry Networks said.

Resellers may be familiar with Ericsson’s PBX and telephony products. The company has recently adopted a 100% channel model globally, effectively ending its direct-sales model.

Ericsson’s regional director for the Middle East and Africa, Gunnar Reinholdsen told ITP.net that a new two-tiered distribution model would look for resellers to sell Wireless LAN products, access devices and some of the smaller PBXs. “The technology is changing, and we are addressing a much larger part of the market, not only the top-100 customers, but also the middle tier,” he said.

“We haven’t had data networking products until fairly recently, but I know for a fact we have products that are better than Cisco’s,” Reinholdsen told said.

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