Westcon hunts for Lucent resellers

Westcon hunts for Lucent resellers

Westcon is on the hunt for more reseller partners to handle its growing Lucent business as the vendor seeks to consolidate its emerging channel initiative.

After securing exclusive global distribution rights for Lucent's product range last month, Bernard Colin, Westcon's product marketing manager, said he is looking to increase the reseller count from the current base of around 10 over the next month.

"We would like to have about 15 resellers signed," he said. "We are signing new resellers for the Lucent program now," he said.

Colin reports sales of products such as Lucent's Cajun Campus line of Ethernet, Asynchronous Transfer Mode (ATM) and multi-function switches are not yet flying. "It's still far from what we see from Nortel everyday," he said. Westcon is also a significant Nortel Networks distributor.

However, Colin is not worried about the slow start because Lucent "has not been used to the channel".

Meanwhile, ACT Networks, a voice and data convergence manufacturer and Lucent OEM supplier, is one of the companies close to Lucent that is waiting to see it concrete its overall go-to- market business model.

Rick Rogers, ACT Networks' managing director, said he is still confused about how Lucent will organise its channel business in Australia following the recent acquisition of Ascend.

"Lucent is a very different array of entities," he said.

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