Siemens Enterprise Communications and Avnet have signed a 12-month distribution deal for unified communications SMB products in Australia.
Avnet will join IPL Communications, which previously held an exclusive deal with the vendor. According to Siemens’ general manager, Edgar Giesel, the decision to add a second partner had nothing to do with IPL’s performance.
“It [exclusivity] finished in mid-2009 because we introduced a new program for partners,” he said. “We had an obligation from Siemens globally to not have any exclusivity in the market. It had absolutely nothing to do with performance.”
Giesel said negotiations started in February 2009 and involved the distributor at both a local and international level. The contract will be automatically renewed for a further 12 months, unless either party protests, and can be cancelled with three months’ notice.
IPL and Avnet will have access to the same products, but the general manager insisted the market won’t suffer from excess supply. The deal coincides with a new range of secure UC solutions and services, under the OpenScape Office MX brand.
“In this financial year compared to the last, we’ve had an increase of 70-80 per cent. Yes, we had a very bad year previously with the financial crisis, but the business is still going very well,” Giesel said. “It’s important to increase the channel to sell this solution around Australia.”
In a statement, Avnet country manager, Gavin Lawless said Siemens would sit well alongside its existing sister brand, Enterasys, and give the distributor an opportunity to provide more holistic UC solutions.
Earlier this month, Avnet found itself culled from Avaya’s distribution list along with Ingram Micro. Managing director, Gavin Lawless, expressed disappointment at the move.
“In these situations there will always be distributors and partners who receive disappointing news,” he said in a statement at the time.
For its part, Giesel said Siemens would lock the number of distributors to two.
“Anymore than two and we’d be over-distributed as Avaya was…two is excellent, but no more than that,” he said.
Siemens recently signed a major medical IT deal with Macquarie University Hospital in Sydney through systems integrator, Rauland Australia.