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Fight Back '09: Please sign on the dotted line

Fight Back '09: Please sign on the dotted line

The good news in the channel, this and every week

Even with Australia officially in a recession, it is business as usual for the channel as companies continue to engage in deals and build relations with new partners.

Late last week, Ingram Micro expanded its four-year relationship with Trend Micro, taking a number of the vendor’s security brands to its retail channel.

In a release, Trend Micro consumer segment director for A/NZ, David Peterson, said the vendor was pleased with the level of representation by Ingram in SMB and enterprise, and that the expanded partnership fitted with Trend Micro’s growth plans for 2009.

Trend Micro is not the only company seeking the service of Ingram Micro. Nortel has signed a deal with the distributor for its unified communications solutions.

Ingram resellers will have access to Nortel’s Software Communications System (SCS), data networking products and other UC solutions that integrate with IBM and Microsoft offerings.

Ingram Micro enterprise technology group general manager, David Lenz, said a new business development manager will be enlisted to service the Nortel line along with an internal product manager.

Another security software vendor, Kaspersky Lab, also made an effort to expand its market presence by allying with retail giant, Officeworks.

Kaspersky Lab regional channel sales manager, Andrew Mamonitis, said the partnership with Officeworks was vital for local growth. He also confirmed that the vendor is seeking more partners to further extend its national footprint.

Dimension Data, also secured a deal, with Xstrata Technology taking up the IT service integrator as its new outsourcing partner.

The lucrative contract, worth $1.2 million, will see Dimension Data partially upgrade and provide Level 2, 3 and 4 services support for Xstrata Technology’s communications infrastructure. The integrator was awarded the deal through previous engagements with the company.

Other good news from the channel includes VMware revealing its new Partner Network program which aims to help partners with delivering virtualisation solutions.

The new program offers access to the revamped information portal, extensive sales and services tools, margin opportunities and competency-based training.

“We are investing back into the partner community,” channel director, David Blackman, said. “We’re really trying to help them with training, certifications, information and competencies.”

Sophos also launched a new partner program and online portal offering for enhanced vendor support and margin protection.

The partner portal provides access range of information including online marketing tools, online training, contacts in Sophos, online ordering, deal registration and protection.

“Partners can see all of their customers, renewal dates, what products they have and so on,” channel sales manager, Zoe Nicholson, said. “The main benefit of that is the deal protection program. If you register a deal with us and work through the avenues of a deal registration, you will get the top margin depending on areas of the partner program you fit into.”

To help reduce channel conflict, any partner that comes in after a deal registration has been made, will get a lower margin, she said.

So while bad news in this economic climate is inevitable, you can be certain ARN’s Fight Back ’09, will deliver a weekly dose of good news.


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