Express Data has extended it distribution relationship with Telstra to include Next IP connectivity products.
Express Data product manager for Telstra, Wilbert Cua, said its channel would gain access to products under the Next IP banner such as Connect IP, Business IP, IP Metropolitan Area Network and WAN. This gives resellers the chance to extend their offering alongside their hardware, software and ICT services portfolio.
“Telstra realised there is gap in the market. Some customers also wanted remote back up, remote access or security authentication and they realise they needed to tap into the IT channel for this,” he said. “Resellers would install the servers, ERP solution, security and storage and everything but the connectivity and that’s where Telstra comes in.
“SMBs need help and Telstra can’t be there for everybody and so they need system integrators to provide a value-added service.”
The distributor partnered up with Telstra in July last year.
Since then, Express Data has grown its base to almost 300 Telstra partners.
“We’re looking at just a handful of partners for Next IP,” Cua said. “The partners that are the best fit for this are the ones that have integration capability and can provide a value-added service to customers.”
Resellers get remuneration for each connection they provide to an SMB customer.
“Our internal sales people will support the channel and our pre-sales personnel will help on the technical side to make sure the scoping of the individual projects for Next IP are correct, and when deployed it will work,” he said.