Hot on the heels of its contract with Red Hat, Alstom IT has picked up a new distribution deal with wide area network (WAN) vendor, Expand Networks.
Alstom general manager, Greg Newham, said it had been looking for additional products to complement its server-based computing lines, particularly in the area of thin client technology. The distributor has a raft of vendor partners operating in that space including Citrix, ThinPrint, Wyse and AppSense.
"Expand has been a long time partner of Citrix and complements that environment extremely well," he said.
Newham said it would initially target its base of existing resellers working in networking and servers. Although there were no plans for specific product bundling, it would be educating dealers on how to pool all of its products together into a total solution. Alstom would also promote the new Expand range through its Citrix Access Club program.
"We see this as another opportunity for the channel to further complete the whole solution for customers," he said. "It enables them to take more money off the table."
Expand produces a range of application acceleration tools for WANs. Managing director, Tony Burke, said it had elected to go with Alstom because of its complementary suite of products. Alstom is the first distributor to be appointed since the company setup its office in Australia three years ago.
"We have a number of partners skilled up," he said. "It has taken us a year longer than it should have to appoint a distributor. The time is right to expand our sales further with arms and legs coverage."
Burke said the decision to sign a distributor also coincided with the release of its new Wide Area File Services (WAFS) last month.
Expand currently has about 20 accredited partners, including Alphawest and NCR, along with 30-40 non-accredited resellers, Burke said. It also maintained a supply relationship with Queensland-based Independent Data Solutions Group. All existing resellers would be transitioned over to Alstom.
The company would look to bring on about five new partners covering the various states.
"We don't want to do a mass rollout of new partners as it will make it difficult to service and support them," he said.
There were no plans to sign on any other distributors, Burke added.
Newham said Alstom would provide training and certification support as well as assisting with the introduction of an accreditation program. However, resellers would not be required to become fully-fledged partners in order to sell the products, he said.