VExpress sets sights on mid-market

VExpress sets sights on mid-market


VExpress will take on Alcatel's entire enterprise product range as part of plans to shift its reseller base into the more lucrative mid-market space.

National sales manager, Grant Morrison, said the boutique networking and voice distributor would now carry Alcatel's wireless, Power over Ethernet, access point and security products, as well as its OmniPCX communication suite for up to 1000-user installations.

Prior to the new arrangement, VExpress had focused on the OmniOffice communications product set, which targeted organisations with up to 200 users.

Alcatel previously restricted enterprise product access to four direct premier resellers.

"Our strategy is to bring our channel up to the mid-market space," Morrison said. "With just four partners, the problem for Alcatel has been reach."

VExpress was looking to sign at least 15 partners to its mid-market program. All would be expected to undergo accreditation.

The data products would provide voice resellers with the tools to provide more comprehensive networking solutions for existing customers, he said.

Alongside its Alcatel efforts, VExpress is continuing to bulk up with complementary third-party products. Morrison said it offered 10 different vendor lines in the voice and data arena, double the amount it carried last year.

The latest addition is a console device and instant messaging add-on from Systems Solutions for the OmniOffice range. System Solutions is an Alcatel applications development partner. VExpress would offer the product in bundles as well as selling it separately.

The distributor had also partnered with Azcom for its telephone deck solutions, Morrison said.

On the telephony side, VExpress has taken on products from Israeli vendor, ITS Telecom, and VoIP and GSM gateway products from German-based Teles.

At the lower end, it has signed with Vidicode to carry its all-in-one analogue and recording phone range. These were aimed at organisations with up to 30 users.

The expanding product lines were triggering 50 per cent year-on-year growth, managing director, Margaret Brigdale, said. As a result, the distributor was looking to add more staff and company training.

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