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LAN Systems and ED join Linksys fold

LAN Systems and ED join Linksys fold

Express Data and LAN Systems will use their stature as newly appointed Linksys distributors to take on DLink and Netgear in the SMB market.

LAN Systems Comstor business manager, Tony Heywood, said the new partnership would allow it to augment its current Cisco sales.

"We see this as a natural extension of our product range," he said. "Customers of ours are now selling competitive product [for] end-to-end. We want them to sell full solutions integrating Linksys to compete with D-Link and Netgear."

The addition of Linksys to its stable also tied in with LAN's push into the lower end of the market, Heywood said.

The company had recently refocused its sales team and hired two staff to concentrate specifically on SMB, he said.

For Express Data, the new appointment also gave it the impetus to foster smaller business sales, communications division manager, Derville Hannon, said. "We didn't have an existing product in that space," she said. "It gives us an opportunity to expand our resellers and solutions from SOHO through to enterprise.

"SMB customer requirements are increasing in sophistication, so we will be able to use our value-added services to address these issues." For example, ED would offer its configuration services across Linksys products, Hannon said.

The appointment of LAN Systems and ED as national Linksys distributors is part of Cisco's plans to open its complete range of products to all wholesale suppliers.

Its partner manager, Suzanne Hansen, announced in April it would allow longstanding Linksys distributor, Ingram Micro, to stock Cisco-branded hardware.

The decision would give them the chance to leverage both brands while reducing the number of resellers that sourced low-end product from alternative vendors, she said.

While existing partners would fit the mould, Heywood said LAN was now on the hunt for more resellers that fit within Cisco's two-tier partner model. In particular, it was looking for those working on small IP communications sales.

The distributor had already identified some partners in the service provider space, he added.

Both LAN's Heywood and ED's Hannon predicted they would have rapid success with the Linksys range.


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