LAN Systems joins Aruba distribution ranks

LAN Systems joins Aruba distribution ranks

Vendor says second distributor appointment is required to grow local reach

LAN Systems has inked a distribution deal with wireless networking vendor, Aruba Networks.

LAN will have access to all of Aruba's products including its recently released 802.11n access points, Multi-Service Mobility Controllers and Multi-service Mobility Module (M3), which has the ability to generate about 80Gbps throughput.

LAN national sales manager, Leigh Howard, said Aruba had approached them to help further expand into the local market. The vendor is also locally distributed by Distribution Central's networking business unit, NetWorld Systems.

"They asked if we were interested in pursuing an opportunity with them. Coincidently we were also talking to Aruba on a global level," he said. "They had found they weren't getting the coverage or the growth out of their existing channel and distributor."

Aruba's key vertical markets included retail, federal government, education and health.

"Retail is a space where they are having a lot of success against their competitors," Howard said. "We don't take on any vendors unless we think there is some significant growth in it. We run such a tight portfolio that we have to extract maximum growth and potential out of every vendor that we take on-board."

Resellers that dabble in network infrastructure or security would be suitable for the range, he said. Aruba ANZ regional manager, Greg Barnes, said it had a reached a phase of growth that called for another distributor.

"For us we needed to get the benefits from signing up a second distributor," Barnes said. "As the company grows we thought it was appropriate for us to be in discussions with LAN."

CTO, Merwyn Andrade, said the only way it can challenge competitors like Cisco is to have optimum distributors in each market that can provide a value proposition.

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