Modem manufacturer Dataplex will distribute through the channel using VARs, it was announced last week. Dataplex is part of the Australian modem manufacturer Sirius Technologies.
Previously selling directly to corporate and government customers, Dataplex now joins the other Sirius brands (Banksia, Netcomm and SimpleComputing) in distributing though the channel.
Sirius' managing director, David Stewart, said when 50 VARs were on board a distributor would be appointed. He said it was likely the distributor would be one that Sirius already uses.
In the meantime, Dataplex will develop its relationship with the VARs and "get the ball rolling" for the distributors.
"A range of marketing and sales activities will be offered to VARs, including full technical training, pre-sale support and product evaluation," Stewart said.
"The move reflects a wider industry trend by other leading networking vendors to distribute products through the channel."
He also said Sirius had always planned to take the channel path with Dataplex.
"It was always our intention, when we took aboard Dataplex, to move towards an indirect model. But it was a timing issue of customer education," he said.
According to Stewart, most companies in the networking arena were selling through VARs, except for those involved with custom engineering work.
"Some companies are direct-sell companies and others are principally involved with the vendor in the distribution channel. That's really what we are. It just fits our whole company structure," he said.
"We would rather sell volumes of products at lower margin then a few products at high margin. That's our structure."
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