LAN Systems has taken out Distributor of the Year 2001 at the recent Nokia Executive Summit, in recognition of its success with Nokia's IP security product range.
The win is "more about recognition than a volume of sales thing", according to Nick Verykios, LAN Systems' managing director, although the distributor nevertheless outstripped the competition in Nokia IP security and networking solutions sales.
Nokia has doubled its customer base over the year, due largely to LAN Systems' execution of its partner certification program. The distributor has invested heavily in bringing itself up to speed on Nokia's IP security range as well as educating resellers.
LAN Systems has also lent its technical services expertise to the IP security range. It has fostered a procurement relationship with IBM, whereby it readies Nokia's firewall appliances for installation and assists in supporting them.
"IBM is using us more and more for this," said Verykios. "There is a lot of back-end work required that they don't need to do."
Greg Ryan from IBM Global Services' networking and connectivity division said LAN Systems enables it to be a more agile supplier of security solutions through the development of sales engagement and delivery area skills.