KVM switch vendor, Raritan, is reverting back to a two-tier distribution model.
Newly promoted regional sales director, Gary Hull, said reintroducing distributors would level the playing field by giving resellers the same access to products and pricing on a local scale.
The vendor abandoned its distribution model 12 months ago. At the time, Hull told ARN it wanted to focus on servicing boutique business partners rather than its distributors. However, this approach had limited its reseller options.
"The flat channel structure did not have delineations between our distribution partners that imported the products and partners who just sold our products," he said. "Over that time period, we reverted back to a two-step distribution model to fit in more with our global policy."
Raritan has recently re-appointed KVM Australia as its licensed distributor, effective April 1. All resellers will now need to purchase products via KVM. It is also in discussions with its other former distributor, Lan 1.
"KVM is a strategic partner for Raritan locally and the company is doing well with the traditional Access product range and Management solutions sets," Hull said. "They are the only organisation that will be licensed to import the product from the vendor."
Raritan has also opened up a Sydney office and appointed new staff. Nelson Padilla has been recruited as A/NZ sales manager and Sean Ollerton as a sales engineer. Both will look after the Access Solutions business, encompassing KVM switches, serial console servers and remote power management solutions. It has also brought on-board David Lloyd as A/NZ sales manager and Clinton Marshal as sales engineer to focus on Raritan's Management Solutions.
New marketing manager, Daniel Boerma, will work across both divisions.
Hull was previously Raritan's A/NZ director. In his newly created role, he will be responsible for overlooking Raritan's Management Solutions division across Asia-Pacific. He said he is also keen to recruit a country manager.
Hull said Raritan expected to exceed double growth this year. The vendor grew more than 70 per cent in 2005 and experienced double digit growth in 2006, he said.
"We are looking forward to introducing our new product range and we are hoping to gain some very quick traction in the market," Hull said.