Networking distribution specialists Lan Systems has added yet another top tier vendor to its books, signing up as a distributor of Avaya’s small and medium business solutions (SMBS) products.
It has been a rollercoaster year for Lan Systems so far. After securing distribution of Cisco Systems products during a cull late last year, the Sydney-based distie became involved in a fracas over distribution rights with networking vendor Alcatel - a conflict that several months later is yet to be resolved.
Lan Systems joins IPL Communications as the second Australian distributor of Avaya’s small and medium business solutions (SMBS) division, which sells the vendor’s IP Office networking products into organisations of ranging from 2 to 250 users, or to branch offices of large enterprises.
Avaya’s other product arm, enterprise communication, sells PABX and IP telephony platforms to larger companies (250 users and up). Sales director for Avaya SMBS in Asia-Pacific and Japan, Mark Woods, said he did not expect IPL and Lan Systems to be competing for the same resellers.
“IPL has always serviced the traditional telephony reseller base,” he said. “Lan Systems on the other hand, primarily sell into resellers with a data-centric skill base. We see this as a natural evolution in our growth plan for Australia.”
Wood is also not concerned that Lan Systems sells networking products from both the biggest networking vendor in the world, Cisco, as well as Alcatel.
“I couldn’t comment on Lan Systems’ other activities,” he said. “All I can say is - the difference with our technology to these other vendors is that they tend to just scale down their enterprise-level products, whereas we purpose-built our platform for the SMB market.”
He said that as well as providing traditional distribution services such as inventory and credit management, Lan Systems would be expected to offer value added services such as training and support.
Resellers require sales and technical certification to sell Avaya products. For the core IP Office platform, resellers must attend a minimum five-day training course, plus a further two days if they wish to specialise in contact centre applications.
Lan Systems was unable to comment on this story.