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3Com gains new channel team

3Com gains new channel team

3Com has revitalised its channel ranks with the appointment of a new national partner director and business development manager for NSW.

Dean Vaughan has replaced Simon Edwards as the vendor's new A/NZ distribution and volume channel director. Adam Britten has been appointed as the NSW channel and business manager. Edwards has moved on to a position with Avaya.

Vaughan was previously in charge of developing the networking and services side of NCR, and has spent the last 15 years working with partners.

Britten also boasts channel experience including stints with Ingram Micro and LAN Systems.

Vaughan said one of his first initiatives would be to recognise the individual skill sets of its varied partner base. The vendor classes its resellers into two categories: volume and highly skilled partners.

Both Vaughan and Britten said another core focus would be to ensure training was more accessible to partners.

The vendor was running regular training courses in Brisbane and Melbourne to help reduce costs for partners, Vaughan said.

3Com was also planning to put on a series of lunch and learn sessions with LAN Systems to drive sales of its security offerings, he said.

"We are opening up the ability for partners to spend time with Ingram or LAN Systems every second month for some open, hands-on training," Vaughan said. "We are working with LAN and our higher skilled resellers to develop security solutions, and promote sales of our 8800 products."

"We need to make sure education is available to as many channel partners as possible," Britten added.

At its Live partner conference in the US earlier this year, 3Com announced it would be creating new sales and support programs to reward its resellers.

As part of this strategy, Vaughan said it would be introducing new service and warranty programs shortly.

Various incentive programs were also being developed for each of its market segments, he said.

The vendor had already implemented a volume sale cashback partner program on its switch products, Vaughan said.


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