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Motorola casts net for wireless LAN resellers

Vendor working with distributor Minerva to build qualified channel

Motorola casts net for wireless LAN resellers
Leo Psara says Minerva will train and certify resellers on Motorola’s new wireless LAN architecture.

Motorola and its regional distribution partner Minerva are scouting for channel partners capable of reselling the vendor's newly-launched WiNG5 wireless LAN solutions in the region.

Dubai-based Minerva will initially start by mapping its existing customer base, but given its focus on the broadband infrastructure channel it is likely the distributor will also need to seek out resellers that are currently off its radar.

"This will help us to look at new channel partners across the region that normally attack slightly different verticals than what we are used to doing," says Leo Psara, chairman of Minerva. "It will open doors to the smaller enterprise and the retail segment for us, so we are pretty excited about that."

He adds the company is eager to identify partners with a strong solutions mentality and train them on the new products.

Nader Baghdadi, regional sales manager for Motorola Wireless Network Solutions, insists the WiNG5 architecture adds an extra dimension to its technology offering, but says it will look to recruit "very specific" partners to sell the offering.

"We don't want to flood the market with resellers because that is no good to anybody," he said. "One of the pre-requisites we have is that the partner should have an infrastructural background, such as knowledge of core routing and switching. That will help tremendously in getting the partner up to speed on understanding how to offer our products in the market."

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