Broadline distributor Ingram Micro has launched a specialist wireless team in a bid to further expand its networking services division.
The team will support the growing number of resellers selling into vertical markets such as health, education, government, retail and manufacturing, as well as those that sell into the small to medium sized enterprise (SME) space.
The distributor is aiming to get its partners ahead of the game and in a good position to take advantage of the market opportunity.
"Resellers that are trained and have the [sales] tools early will reap the benefit," said Neville Ebanks, director of sales at Ingram Micro Networking Services. "We did this in reaction to reseller demands and the needs of our vendor partners."
The company is offering technical, sales and marketing support as well as financing. It will also provide help to resellers in selling managed services.
"We will help resellers carry out managed services if they do not have it as core or if they are stretched," explained Ebanks.
Steve Johnson, director of UK distribution at 3Com BNC, welcomed additional support from distributors in any emerging technology.
"The opportunities and the benefits need to be correctly identified and it is unlikely that the majority of resellers will have the resources to do this," he said.
Ingram is working with resellers to help them gain vendor accreditation and will give vendors advice on setting accreditation levels.
Johnson maintained that wireless demand is moving from the SME area and into bigger markets.
"The main [take up] of wireless technology has been in the SME space over the last year. But what we are seeing at the moment are more opportunities in the enterprise space with hundreds and even thousands of seats," he explained.
Clare Wales, 3Com sales manager at distributor Westcon, said: "A lot of [our resellers] are quoting for wireless and are being trained up by either vendors or ourselves."
She added that support is essential in this product area and that Westcon offers resellers wireless support as part of its traditional wired networking business.
"We keep the traditional support teams in place and ensure that they are all technically competent and aware of this emerging technology," she said.
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