Zintel and Ericsson distie deal

Zintel and Ericsson distie deal

Ericsson Australia has appointed Kiwi distributor, Zintel Group, to ramp up its network services presence in the mid-level enterprise space in Australia.

Zintel Enterprise is expected to target a lower level market to that of Damovo, Ericsson's other enterprise distributor.

Zintel operates toll and toll free services in Australia and New Zealand, and is the master distributor of Ericsson's enterprise portfolio in New Zealand.

"We've had the opportunity [in Australia] to package hardware and software offerings to existing customers for some time but hadn't realised it," Zintel Group managing director, Nick Gordon, said.

Ericsson enterprise business unit director, Chris Pattas, said the company had added Zintel to its ranks after realising no one channel partner could cover the market.

He said Ericsson Enterprise did not have a direct services business.

"Damovo sells directly and through the channel, and to those who used to be Ericsson customers," Pattas said.

Damovo also maintained some exclusive distribution agreements with Ericsson dealers, he said. Zintel's target market meant it would not compete with Damovo.

"Zintel will probably target organisations with 30 staff or more, and multi-sites," Pattas said.

Zintel Enterprise, which has its Australian headquarters in Sydney, will sell Ericsson’s suite of products nationally.

The company planned to open a Melbourne office by the end of the year, Gordon said.

Zintel was looking to grow organically, but would also investigate acquisitions in third-party Ericsson dealers and resellers in the PABX market, Gordon said. The company was recruiting technical staff for its expanded operations, with sales staff to follow.

He said the company would only represent Ericsson.

"We've been successful in upgrading customers to new Ericsson software, signing maintenance deals," Gordon said. "We've found a lot of customers are several versions behind."

To help Zintel gain an Australian foothold with Ericsson, the vendor would join the distributor in approaches to customers and add Zintel to its Direct Touch sales lead program, Pattas said.

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