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Xircom mobilises new channel targeting SME users

Xircom mobilises new channel targeting SME users

Remote access hardware vendor Xircom has appointed Tecksel as a national distributor with a view to pushing the brand into new markets such as small business and SOHO.

Tecksel joins broad-based distributors Tech Pac and Express Data as well as mobile solutions specialist CHA giving he company a much "broader market reach", according to country manager, Jeremy Fox.

Fox said Tecksel approached Xircom looking to round out its product offerings and after consulting other distribution channels, he sees no huge crossover of clients nor does he anticipate increased competition amongst distributors resulting from the appointment.

"Tecksel will help us to get to a broader market reach, particularly lower end resellers and other smaller channels," Fox said. "Through its association with J.Mills Distribution, it will now also allow us to hold some stock in Western Australia."

Niels Kofahl, Tecksel's managing director also doesn't see any great direct competition with ED, Tech Pac and CHA. "Tecksel offers Xircom access to a segment of the market not covered by the broadbase distributors," he said. "We look after he SMEs, smaller retailers, consultants and corner stores, markets traditionally not serviced well by our competitors."

Fox conceded the Intel-owned Xircom was also suffering the same slowing demand being experienced by most other hardware vendors are now experiencing.

However, he pointed to three "interesting other markets" which offer Xircom emerging relief. According to Fox, Wireless, ADSL and GPRS (general packet radio system) are all technologies the vendor is prominent in and ready to tackle as demand grows.


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