Switchmaker Acacia Networks has signed UK-based INS Group to resell and service its Novaswitch range in Europe, Middle East and Africa.
Although INS has exclusive sales rights in Europe, Acacia will also sign three OEM agreements, as yet unnamed. The Massachusetts start-up, now 18 months old, is targeting sales of $5 million through Acacia this year and $15 million next.
INS, based in Surrey, will establish a dedicated sales and technical support team to handle Novaswitch throughout Europe and will manage all customer relationships. As well as hiring these staff, it is creating a telemarketing team and signing partnerships with network integrators.
Earlier this month, Acacia signed a master reseller agreement in Japan with Nichimen, and in December it became the exclusive switch provider to the former Cisco/Grand Junction sales channel.
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