Networking vendor 3Com is launching an authorised partner programme for resellers in the security market.
The Security Authorised Partner programme, which is the vendor's first reseller move in this growing market, will offer resellers discounts, training and certification on the vendor's products.
3Com is offering 10 per cent discounts to certified partners.
Stanimira Koleva, international channel sales director at 3Com, said security is a priority for 3Com's customers.
"We want to provide our networking customers with information about which resellers to work with for security," she said.
The vendor will look for between 10 and 15 UK resellers with security as well as traditional networking backgrounds.
"We want to attract our current Focus partners as well as security-focused resellers," said Koleva.
Keith Humphreys, analyst at EuroLAN Research, said it is important that networking vendors provide their resellers with security support.
"This is the way the market is going, with more and more networking resellers moving into security to meet customer needs," he said.
"Most of the big networking vendors, including Cisco and Nortel, are moving in this direction and it is important that resellers are supported."
Des Lekerman, managing director at networking reseller Eurodata Systems, said any reseller selling networking today should be well versed in security.
"If you provide a network today it needs to be secure by definition," he said.
He added that the partner programme is a good move for 3Com because "it makes perfect sense for the customer to buy security and networking from the same source".
3Com said the programme will attract resellers with various in-house skills sets. "The programme is flexible and will cater to the level of expertise of each partner," said Koleva.
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