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Ascend programs to service the channel

Ascend programs to service the channel

Networking vendor Ascend Communications has announced two new services programs in a bid to position channel partners for growth in the services sector, company officials announced.

Backed by Ascend's Global Integration Services business unit, Renato Trentin, senior regional services marketing manager for Ascend, said the Authorised Service Provider (ASP) and Advantage Reseller Partner (ARP) programs were developed from reseller feedback in the Asia-Pacific region as a global initiative.

Ascend is looking to conduct 95 per cent of its business through the channel in the region. The programs are designed to open up new business opportunities for Ascend's channel partners.

Trentin told ARN the big benefit for resellers is that they can still sell their "branded" networking solutions, which entails utilising third-party products and customised services, while having the support of the vendor behind them.

Trentin also said resellers can move quicker and with more agility than a vendor in providing an integrated solution for a customer, thereby reducing the "time to market" and strengthening customer relationships.

The ASP program provides support services across a three-tier model for resellers that have significant investments in their own services and support infrastructure, and would benefit from leveraging their own branded services, Trentin added.

The first level is aimed at new businesses wanting to step up their integration services. Ascend will be looking to "hold their hand" fairly extensively through this process, he said.

ASP Professional is aimed at companies with about four engineers certified in Ascend products.

ASP Expert targets companies with six to eight certified engineers, offering its own 24 x 7 support. Ascend would only be called in for major and unknown problems.

Driving operations in Australia is Rick Sample, vice president of Ascend Asia-Pacific, who claims the ASP program gives resellers the depth of having a worldwide company behind them with the flexibility to choose the approach which best suits their business model.

The ARP program allows partners to resell Ascend's services including the vendor's Advantage and Advantage Plus Services at a discount price and allows the reseller to tailor these solutions to its customers, the company asserts.


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