In the fallout from Mitsui's exit from the market, i.t.connXions (ITX) will distribute the full range of Sun hardware from July 1.
ITX general manager and divisional chief executive Laurie Sellers said the hardware would "effectively double the size of our business". Sellers has also secured at least nine Mitsui staff, including former marketing and sales manager Simon Johnson. Sellers met with Mitsui director John Durbin shortly after the Mitsui announcement was made, and made plans to work with Durbin to "look after" Mitsui's staff.
In January, ITX won the national rights for SunSoft, and this announcement now places the distributor in pole position to cash in on the lucrative non-Wintel platform. Sellers said the hardware would be "worth around $60 million this year at list price" to ITX.
The sell-through opportunity for resellers hasn't been lost on Sellers, who said ITX stocks are "complementary products that the Sun platform pulls through".
With a product range that includes Oracle, Netscape, 3Com, APC and, of course, SunSoft, there's a fair chance of building on sales. While Mitsui was a Sun Services centre, Sellers said Sun Services will provide the services itself for the immediate future.
Sellers said ITX also plans to introduce an independent services arm to the com-pany as a "hedge against eroding margins". He said it is important to become a "different sort of distributor" to survive in the market.i.t.connXionsTel (02) 9415 0550Fax (02) 9415 0533