Hot on the heels of its recent partnership with Xylan, Australian integrator Anite Networks has inked a distribution contract with networking vendor Newbridge Networks Australia to become its channel partner throughout the South Pacific.
Anite's managing director Laurie Stevens claims the Newbridge products are a vital addition to the integrator's range of offerings, enabling it to move into new and emerging areas of technology.
With Anite currently enjoying a 40 per cent growth in revenue, Stevens said the partnership strategy, which has seen Anite partner with most of the major networking vendors, is working for them.
"Anite has to have good relations with a number of the big vendors if it is to provide a good service to the customer," Stevens said.
"You've heard the industry epigram of 'get niched, get big or get out'. Well, we've got niched and we're growing. We have a feel for how big we have to be. People who can't partner, or don't know how, are going to get knocked out of the market."
According to Paul Fraley, Newbridge Networks' Australian managing director, Anite's experience in voice and data integration, coupled with its extensive technical expertise made it a good match for Newbridge.
"Anite brings to the Newbridge Channel Partner Program a strong service orientation and true vendor independence," Fraley said.
In a move that opens new integration opportunities for Newbridge, Fraley claims the partnership is part of the company's global strategy to use expert integration channel partners to deliver its solutions to targeted markets.
"With seven offices in Australia and five in New Zealand, Anite is well positioned to represent Newbridge Networks in the Pacific region. It will carry our full range of switching, network access and management products, supporting a wide range of services," he added.