Fight Back ’09: The channel goes on Safari

Unmapped territories were being charted as the channel struck out in new directions for potential growth this week. So grab your malaria tablets and water bottle as Fight Back takes you into new ICT frontiers.

Blazing a trail - but staying connected - was distributor, AvanTec, who struck a partnership with Swedish vendor, Handheld.

According to the company, the new deal allows it to expand into the rugged PDAs and handheld notebook markets.

Also pitching camp this week was Juniper partner, Netsolutions, which opened a research and development centre. The new facility in Port Melbourne will showcase products and proof of concepts to customers and cost in excess of $1 million.

Netsolutions managing director, Theo Dimopoulos, said the centre would help drive solution implementation and innovation.

New alliances are also helpingLogitech establish a more formidable channel presence. The peripherals vendor appointed new distributor, Scholastic, and sub-distributor, Altech, in a bid to move the company into new market segments.

Strengthening an old relationship was also key for ASX-listed distributor, Manaccom (ASX:MNL), which expanded its Check Point portfolio to include enterprise solutions.

Check Point sales manager, Nigel Gutschlag, said the endpoint security market was growing and the company looked to expand its channel and pick up new customers.

Another company strengthening its local presence was Observatory Crest, which signed Axway as its third vendor for the year. The agreement sees it take Axway’s Tumbleweed portfolio to market. Observatory Crest said it was not aggressively pursuing further business partners but was open to opportunities.

Meanwhile, ICT integrator, UXC (ASX:UXC), appointed Nick Mescher as its first UXC consulting CEO. Bringing 25 years of professional experience, Mescher is tasked with coordinating and managing consulting offerings across UXC’s Business Solutions Group. UXC executive chairman, Geoff Lord, also claimed things were looking up in the latter half of the year.

That’s it from the ICT wilderness for now. Join us again as ARN’s Fight Back ’09 brings you the good news from the channel this and every week.

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