Alcatel has signed IPL as master distributor for its data-based products in a bid to expand into the mid-market.
IPL had previously been one of two distributors for its voice-based products. Under the new arrangement, it will now also become the sole supplier of data products and services. This includes the vendor's OmniSwitch and OmniStack networking technologies.
Prior to the deal, business partners had bought goods directly from Alcatel, country sales manager for enterprise, Simon Rachowski, said.
With IPL, it would be able to improve the efficiencies of its existing channel as well as boost reseller ranks, he said.
"We can have goods in stock instead of having to order them each time, and sell to new companies that buy through IPL," Alcatel's general manager of enterprise, Rob Carnell, said.
In particular, access to its partner base would give the vendor the opportunity to grow in the mid-market, Carnell said.
"We have five premium partners which address the high-end," he said. "With IPL, we've changed the way we approach the business: we want to offer products through to the mid-market and even the lower end."
Rachowski said IPL and Alcatel had worked together for more than 18 months in the telephony field.
"It made perfect sense to leverage that relationship," he said. "The market is looking to convergence, so we felt it was time to bring these technologies together."
IPL also distributes product from Avaya and OKI. Managing director, Stead Denton, said the new agreement with Alcatel would allow it to offer complementary networking technologies to its resellers trying to embrace convergence.
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