The business connectivity company of 3Com Australia and New Zealand has appointed T-Data as a specialist sub-distributor for its new line of embedded firewall network cards.
3Com's BCC division distributes its range of network interface cards, wireless cards and network jacks through three volume distributors, LAN Systems, Tech Pacific and Ingram Micro.
Country manager Mark Heppleston said all of these products are easy to sell through volume distributors as they are generally plug-and-play, but the new embedded firewall network card is anything but, he said.
Subsequently the vendor has appointed T-Data to establish a program of technical and sales training for resellers interested in the new product. T-Data will then source the product from 3Com's existing volume distributors to sell to the trained resellers. Resellers will not be permitted to buy the product directly from the volume distributors.
"Untrained resellers have the potential to damage the card irreparably if they install it wrong," Heppleston said. "So we are ensuring that it is only sold by resellers that have gone though our Security Preferred Partner program with T-Data."
The training course will take one and a half days and will cover the install and uninstall of the product, as well as policy setting for the firewall. Thus resellers are encouraged to already have some experience in managing and configuring border firewalls if they wish to take on the product. Certified resellers will be entitled to receive a rebate on the product, said Heppleston.
Heppleston said there is little danger of the extra tier of distribution having a dramatic effect on the price competitiveness of the product. "For a start, there is no competitor to this product," he said. "It will not alter much from the US list price."
3Com's BCC division has also announced that it will be releasing an OEM version of its bluetooth product for the channel to bundle or integrate with their own products.