Focusing on the needs of the end-user was the clear message from one of the largest vendors of networking equipment - Digi International.
"From our perspective, the end-user is confused with all the acronyms and our resellers need to cut through that," said Gary Spooner, general manager and sales director for Digi Inter- national's Australian and New Zealand operations.
"Resellers have to concentrate on giving the end-user the tools to be able to access data from wherever they are," said Spooner. "That could be via ISDN, X.25 or what-ever and it could also mean work- ing closely with Telstra, service providers such as Oz Email and software companies like Microsoft.
"It's up to the reseller to offer the end-user a seamless solution to the need for access to data."
US-based Digi International designs, makes and markets a wide variety of hardware and software products aimed at connectivity. The company sells through resellers.
"It's important for our resellers to have the technical competence to realise what the end-user requires," said Spooner.
"A lot rests on the reseller to get it right."