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3Com appoints convergence manager

3Com appoints convergence manager

3Com has appointed a convergence business manager for Asia-Pacific in an effort to capture new VoIP opportunities.

Based in Sydney, Chris Brown will be responsible for finding homes for the vendor's VCX and NBX IP telephony solutions.

Brown, who joined the company from networking rival, Nortel, said his appointment would bring focus to 3Com's voice business.

"The voice business across the region is a bit patchy," he said. "I'll use my experience with partners in the enterprise voice space to help the company be successful across the whole region."

With the recent launch of its enterprise targeted VCX offering, gaining a stronger presence in the enterprise market would also be a major focus, Brown said. This would be done by training up the SMB partners with SIP and integration skills on the VCX solution.

"We might also look to a different type of partner like existing enterprise voice players wanting to add another product to their portfolio," he said. "These sorts of products are 99 per cent software nowadays so we could even look at software and systems integrators."

Avoiding channel conflict under this strategy would be achieved through requiring each partner to have their own business plan for the VCX range, Brown said.

Brown would not be drawn on the number of new enterprise partners to be recruited, but said players would be sought in the transport, finance and manufacturing verticals.

According to marketing manager, Caroline Henley, support for SMB and enterprise partners would come in the form of training and marketing resources.

Updates to the company's 3Com Focus Partner program including certification, specialisations and sales training would also be introduced early next year, Henley said.


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