For the first time at next week's Networld+Interop trade show there will be a section devoted to bringing resellers and vendors together to talk business.
Under the banner of "Reseller Rendezvous", vendors and resellers will have an opportunity to generate new business and promote new alliances. First time vendors from overseas will also be looking for prospective resellers in Australia.
In addition to a central hospitality area, all vendors looking for reseller partners will be displaying a sign on their stands, provided by the organisers, saying "Resellers Wanted". Likewise, all resellers will be issued with badges saying "I'm a Reseller" to help vendors recognise them. Resellers, and vendors looking for resellers, will be identified in the program, and a list posted at the hospitality area.
Over 140 vendors will be exhibiting at Networld+Interop, and of those a total of 43 have indicated that they are actively seeking resellers (see list opposite).
Among the vendors hoping to enter the Australian market for the first time is RND/Radware. Part of the RAD group of companies, that develop, manufacture and market products in the networking industry, it has what it describes as a "visionary solution concept" for the Internet/intranet markets, and is seeking partners in Australia and New Zealand to build on its success in the US, Europe and Japan.
It has issued a release saying it wants to achieve a leadership position in Australia, and is therefore looking for partners already well positioned in this market.
Wandel & Golterman sells products in the data communications area, and has historically sold direct in Australia. It's using Reseller Rendezvous to seek channel partners to complement its direct model in certain geographical and market segments.
Esker is a player in the Web-to-host integration market, and recently entered the Australian market as a direct provider by buying its major distributor, Unitract. It is also committed to developing its products locally.
According to David Bilbow, Esker's managing director, "the Web-to-host connectivity market is expected to grow from $US5 million in 1996 to over $US1 billion by 2001. As you can imagine, this is an excellent opportunity for resellers. The growth has started and demand is high."
Banksia Technology already has a presence among resellers in Australia, but is hoping to expand its partnerships to support its small-to-medium business products including low-cost remote access devices and Internet devices such as the WebRamp M3.
Meet me at the Casbah
The following vendors will be seeking reseller partners at Networld + Interop:
One World Systems
Nick Verykios Tel (02) 9586 1111
Patrick Li Tel (02) 9410 9860
Paul Forzisi Tel (02) 9975 1499
Alloy Computer Products
Karl Baker Tel (03) 9574 9891
Kimberley Klous Tel (02) 9262 2727
Steve Hopkins Tel (02) 9923 2977
Sharon Fung Tel (02) 9424 2000
Karen Ferguson Tel (03) 9810 2010
Roger Davis Tel (02) 9954 1500
Ken Hunter Tel (03) 9416 3377
Paul Osborne Tel (02) 9950 0888
Maurice Farnularo Tel (02) 9417 7100
Digital Tape Solutions
David Davoren Tel (02) 9888 3488
David Bilbow Tel (02) 9566 4333
Neil Ewen Tel (02) 9972 7733
Stephen Rayner Tel (03) 9890 6677
Integrity Data Systems
Ross Chiswell Tel (08) 9409 1011
Mark Hacker Tel (02) 9388 7187
Knowledge By Design
William Salame Tel (02) 9212 1399
Manda O'Donnell Tel (03) 3629 3800
Glenn Jones Tel (02) 9319 6411
Julia Schwartz Tel (03) 9820 9077
Chris Mandahl Tel (02) 9743 8555
Loop Telecom International
Jack Imber Tel (0011 561) 627 7947
Scott Johnson Tel (03) 9874 3533
Drew Mitchell Tel (02) 9926 1455
Namlea Data Systems
Kate Strang Tel (02) 9439 6966
Novell Tel (02) 9925 3822
Oracle Tel 1800 025 855
Graeme Taylor Tel (03) 9727 0111
Julie Braithwaite Tel (02) 9498 7555
Richard Nixon Tel (02) 9519 4877
Yaron Danieli (email@example.com)
Tim Rosser Tel (02) 9418 2544
Katherine Hartman Tel (02) 9955 4088
Donna Blackler Tel (02) 9698 2322
Richard Fay Tel (07) 3270 4242
Tiffany Chang Tel (02) 9748 8811
Tel (02) 9888 0100
Trend Micro Australia
Kenny Liao Tel (02) 9959 1970
Cathy Francone Tel (02) 9281 3155
Wandel & Goltermann
Stephen Foden Tel (03) 9690 6700
Wendy Powell Tel (0011 1 206) 217 7100