Newbridge Networks chose the Networld+Interop show, held at Sydney's Darling Harbour last week, to launch its presence in Australia, with the announcement of local corporate and government divisions.
Instead of largely selling to end users, Newbridge will pool its efforts to serve as the high-speed comms backbone for outsourcers such as CSC, EDS and IBM's Global Services group.
And not content with limiting itself to the large corporate and government contracts that its outsourcing partners have attracted, Newbridge also confirmed that it will continue to partner with systems integrator Datacraft and Unisys, which has expanded its global partnership scheme to include Australia.
According to Malcolm Roe, Newbridge Networks' Asia-Pacific channel partners manager, the vendor's plan is to first promote its strengths as a carrier-level service provider to large corporate and government organisations through its outsourcing partners. Then it will develop specialist channel partners to work in vertical market sectors.
"Large corporate and government organisations are expanding the requirements of their networks to the point where they demand the same service characteristics as large service providers," Roe said.
"They are looking for a single network management platform which can provide services that can cater for video, voice, data and frame relay circuits."
Looking further down the channel food chain, Roe said Newbridge will be looking to tap into health care, education and broadcast systems sectors which have proven profitable for the vendor in the US.
One part of this push is the development of a channel partner program pilot which Newbridge will kick off in about three weeks, starting with Com Tech. Roe said the partners program, which will offer sales, marketing and technical support services, will initially be open to large network integrators and then filter down to systems integrators.