In line with its US parent, networking distributor Westcon has forged a value-added distribution agreement with 3Com that will see Westcon initially distribute 3Com's Total Control remote access products.
And while Westcon and 3Com officials remained tight-lipped when tackled by ARN yesterday, it is believed that 3Com will eventually use Westcon to provide value-added enterprise, carrier and ISP services.
The decision to sign-up Westcon comes at a time when Gerhard Rumpff, 3Com's managing director, Australia and New Zealand, argued that the value-added distribution concept was "not dead" in Australia.
"We are looking for VARs and distributors that can carry specific knowledge of the carrier and ISP markets," said Rumpff. These are the two markets Rumpff identified as crucial pawns in 3Com's growth strategy.
"We are talking about resellers providing solutions, not commodities to the customer," Rumpff said. "Just selling a Palm Pilot or NIC cards into an organisation is simple - what we need is resellers who can sell a network solution."
Westcon's value-added solution trump card, according to its executive vice president of international operations Philipp Schumacher, will be 3Com's Total Control range.
Total Control products can offer ISPs an interoperable system that supports both current access standards - V.90 and x2.
"Total Control gives customers what they need, that's quality of service," Schumacher said.
"We can provide the latest code for products, staging, in-house training and warehouse facilities for 3Com and our resellers.
"Resellers don't have the resources to keep up to speed with the latest technologies. That's why they rely on value-added distributors, like ourselves, to provide technical support and other services," Schumacher said.