WhiteGold splits with AirTight after lacklustre sales

WhiteGold splits with AirTight after lacklustre sales

Distie claims lack of local vendor support affected sales against tough competition

Boutique distributor, WhiteGold Solutions, has split with wireless security vendor, AirTight Networks, citing a poor sales record. The information comes as AirTight signs a new sole distie deal with Wavelink Communications.

According to WhiteGold managing director, Dominic Whitehand, his company never received a formal notice of termination from the vendor. But he said this wasn’t a major issue and that the distie hadn’t actively pushed AirTight products for over two years.

“We’ve never been able to sell it to be honest with you,” he said. “It was always a very hard slog against the other competitors in the market, they never had anyone locally and they still don’t.

“It’s always difficult to work with a vendor that has no local presence at all.”

But Whitehand was also keen to state that AirTight’s latest sole distributor in Australia, Wavelink Communications, could have better luck if wireless technology was its niche and wished them the best of luck.

The managing director added the technology was not at fault and claimed it was very effective at what it was designed to do.

“It was pretty disappointing that it didn’t take off but without the local presence and somebody continually pushing the product alongside our team it’s not something we could focus on,” he said. “The technology is good but when you’re up against the Arubas of the world, and they had plenty of local people and local support, it’s extremely difficult.”

Wavelink Communications director of marketing, Jonathan Ordman, said negotiations with AirTight began four months ago. He claimed there was rising top-end demand from government and corporate users.

“It ties is with the rapid rise in wireless LANs being used much more across the board,” he said. “While wireless vendors have in-built security features and layers, when it comes to sensitive types of applications…you have to have another layer of security built-in.

“It’s really the top end like banks, accounting firms or sales that need that extra security.”

Ordman said he didn’t know many details about WhiteGold’s distributorship of AirTight products, but was aware that the relationship had fallen away some time ago. He claimed the vendor’s products tied in with his company’s range of wireless solutions.

“We’ve added a wireless LAN product, which is Meru Networks, and we’ve recently announced some other wireless-related network management products,” he said. “This is another very important link in our chain.

“We’re already seeing a fair bit of interest in the past week since we made the announcement from customers looking for this type of solution.”

But Ordman acknowledged there was a strong need to educate channel partners in the solution while working very closely with them to get sales. He said the product would have a relatively long sales cycle and would not be an impulse buy.

“We need to work with partners on large accounts especially in the first couple of opportunities,” he said.

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Tags whitegold solutionsAirTight NetworksWavelink Communications


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