WhiteGold Solutions has picked up the IP networking portfolio of Allied Telesis to complement its security distribution practice. The new partnership follows the vendor's split with Express Data.
WhiteGold managing director, Dominic Whitehand, said it received repeated requests from resellers and their end-users to provide network infrastructure hardware.
"We're not in a position to pick up a Cisco or Juniper, but we're continually being told that it would be useful if we stocked infrastructure products," he said. "This is especially the case on the larger enterprise tenders, where a lot of security is driven by infrastructure tenders, and vice versa."
While WhiteGold does have an existing relationship with Redback Networks for its broadband products, this was the first time it had brought on infrastructure solutions, Whitehand said.
"Redback is more carrier-grade kit for triple play broadband - Allied offers us solutions for aggregated Ethernet, etc," he said. Allied also produces managed and unmanaged switches, VoIP and wireless products.
"We wanted high quality, reliable products but didn't want to knock heads with the larger distributors," Whitehand said. "Allied fits with our business model - it's a big vendor globally, although not huge here - and we can do a good job with sales and marketing locally. Our first aim is to strengthen the brand and grow awareness."
WhiteGold will be staging product workshops as well as accredited training sessions in conjunction with Allied's local engineering team. Whitehand said it would also look at bundling the networking equipment with select security gear.
Whitehand put Allied's decision to part ways with Express Data down to that distributor's broader product line-up and focus. Allied will continue distributing product through Anixter.
Express Data vendor manager, David Peach, said the decision to end the relationship was mutual. The two had been partners for more than 10 years but will part ways on August 1.
"We've been reviewing the relationship for a couple of months. Allied was looking at changing the channel model, and there had been some personnel changes as well," he said. "We both came to the conclusion that commercially it didn't make sense to keep up the relationship."
Peach claimed Allied had represented a small proportion of its networking business.
"It doesn't leave a hole in our offering to resellers - Cisco provides us with a broad and advanced technical offering," he said.