Networking

IPL Communications has signed its second distribution arrangement in a month with Australian headset vendor, Addcom.

IPL general manager, Paul Scanlan, said many of its resellers were already purchasing Addcom's product range from elsewhere. The deal was part of IPL's plans to bring on new vendors to complement its core relationships with Avaya, Siemens and Alcatel. It follows a similar distribution deal with Verint.

"It's another opportunity for us to add value for our channel partners and give them access to areas where they might not have previously had a presence," Scanlan said.

Addcom marketing manager, Andrew Owens, said IPL's existing relationships with its target market made the distribution partnership attractive.

Until recently Addcom sold its headsets to Australian customer directly. "It was important for us to change our model to suit our global strategy, where we deal through channel. It was logical to adopt the same strategy here," Owens said.

Addcom also signed with local telephony reseller and distributor, ABTC, in the last 12 months. Owens said ABTC and IPL traded in similar spaces but in a complementary way.

"We aim to have one or two distributors in the same space in each country, with a maximum of five distributors overall. We're currently in talks with a few other distributors [in Australia]," Owens said.