NSW-based distributor and integrator Integration Services has a $1 million agreement to distribute Ancor's Fibre Channel networking products in NSW.
While hoping that taking on the Ancor product will open new opportunities in the networking marketplace, IS' managing director Peter Warde hopes to also create openings for sales of his company's other products, principally workstations and storage systems.
Warde says IS will initially seek to sell the Ancor products directly into its client base, and while doing so increase awareness of the products generally. His eventual aim is for other resellers to step in and take advantage of a growing Fibre Channel marketplace.
"We then take a step back and start selling to those resellers," said Warde, "while we generate demand, understanding and reference sites. And from there we move into providing expertise to specific niche resellers in the market."