Networking vendor 3Com has overhauled its distribution strategy for its business networks range (switching and routers) and has subsequently decided to end its relationship with Tech Pacific.
In recent months, the vendor undertook a reassessment of its channel and put its three distributors, Ingram Micro, LAN Systems and Tech Pacific, through a rigorous procedure to test where its interests should lie in the future.
The reassessment led to the decision to retain LAN Systems and Ingram Micro but to axe Tech Pacific. 3Com managing director Mike Clarke said LAN Systems will focus on Gold and Silver partners, while Ingram Micro will take on volume partners.
"It was a very tough decision," he said. "Tech Pacific have been a great partner -- we just had to decide which distributor suited which part of the market."
Clarke did not rule out the possibility that 3Com could work with Tech Pacific in the future, should the need arise.
Tech Pacific's network category manager was advised not to comment on the issue except to say that the distributor would continue to distribute products from 3Com's business connectivity company (NIC cards, etc).
In a statement released today, Tech Pacific sales and marketing director Anne Mossman said the company was disappointed that the 15-year relationship had ended. "There are just not enough 3Com sales these days to justify three distributors," she said in the prepared statement.
Tech Pacific Australia managing director Kerry Baillie attributed the decision to 3Com's frustration over Tech Pac's close relationship with Cisco. "I felt that 3Com was a bit uncomfortable with the fact that Tech Pacific in Australia had become a Cisco house with dedicated in-house Cisco technical support," he said in the statement.
Ingram Micro product director Roger Bushell was excited by the decision. "We've been doing some good business since we started with 3Com about 18 months ago and through the hard work of our dedicated product manager we have managed to get some great market share," he said.
Ingram Micro managing director Steve Rust said that his distributor's 3Com business had grown by 244 per cent in the last year.