3Com is looking to sign up tier-one and tier-two systems integrators with specialist vertical skills to take its H3C offering to Australian enterprises.
The networking vendor announced the worldwide launch of its H3C strategy and push into the enterprise datacentre and switching market at a series of events this week. It also introduced three product lines: The H3C S12500 enterprise switch series, S5800 “flex-chassis” switch, and its Intelligent Management Center platform.
The H3C portfolio will sit alongside 3Com’s branded offerings for SMB and mid-market customers, as well as its TippingPoint enterprise security suite.
At the Australian launch, 3Com vice-president and general manager for Asia-Pacific, Peter Chai, said it was looking to steal market share by offering open standards-based, greener products at a lower price point.
3Com’s renewed and aggressive attack comes off the back of rival vendor, Cisco’s decision to enter the server market through its Unified Computing strategy, as well as Nortel’s call for Chapter 11 protection in the US.
“The financial downturn… gives us an opportunity to emerge on the other side stronger than we have been,” Chai said. “In these times, people either emerge stronger, or they don’t survive.
“We want to disrupt the status quo and the way this industry and people design, procure and think about brands.”
Chai said its direct sales team would work directly with customers, in conjunction with new and existing channel partners, to build up H3C sales in select vertical markets. He flagged state and federal government, health and education as key areas. In its home market in China, H3C has also experienced success with telecom carriers and financial providers.
“We have mapped out target accounts in each vertical by name. Once we go through the qualification process, we will have identified two or three systems integrations who are very strong in those areas,” Chai said. “Those resellers engaged in direct opportunities would be trained as a priority.”
As an example, 3Com said it had been in discussions for several months with A/NZ services integrator, Datacom, to target state and Federal Government business. It hopes to announce more partnerships in coming months.
3Com’s broader channel, including its distribution partners, will also be entitled to source the H3C portfolio, Chai said.