Distributor Clarity Technology is strengthening its Nortel offerings as it attempts to reduce its reliance on Sun by building up other sales.
The Sun channel development partner is adding secure socket layer certificate services vendor Betrusted as complementary vendor for its Nortel resellers.
"This is not a huge revenue sell, but it is an essential add-on to our Nortel products", said Matt Tedstone, general manager at Clarity.
Sun accounts for about 70 per cent of the distributor's business, but Clarity hopes to balance this by building up other sales to account for half of its revenues.
"This is founded on a need to be less reliant on one vendor and to show value to our other vendors," added Tedstone.
He stressed that Clarity remained committed to Sun and would not reduce its business.
But the company is focusing more heavily on Nortel, where it has achieved 30 per cent growth in the last six months.
"In terms of volume and the number of resellers our Nortel business is growing and the Betrusted is an add-on for this product line", said Tedstone.
Nortel sales will ideally account for 35 per cent of the company's business, he added.Tarentella and F5 are other vendors that will be key to Clarity's future plans.
Darren Boyce, managing director at Nortel reseller Applinet, said it is essential that channel companies diversify in the current market climate.
"If you play in one sector and it takes a hit you are affected dramatically, but if you balance the business it is more secure," he added.
Boyce said Clarity had done well to transform itself, and that Nortel products were selling well in certain deals.
"Our Nortel business is growing but it is still all about selecting the right deals to win through value instead of just competing on price," he added.
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