Intel revealed yesterday it is looking to appoint five new resellers before Christmas to sell its networking products as it prepares to fight for a slice of the $US150 billion mid-size enterprise market.
Intel currently has 10 accredited channel partners who promote, supply, install and maintain sites with the products, but must increase its channel sales force so it can access the highly competitive market.
"It's going to be a hard sell," David Bolt, Intel Australia's general manager, admitted yesterday.
The market is increasing exponentially, he said, hinting there was room for more than the current players. He cited ISPs, who use one server per application, as an example.
However, Bolt explained Intel also plans to pursue an OEM model, making its networking products available to competitors because the common goal is to take product to market quickly.
"The current players in the mid-enterprise space want a back-end supplier, they don't want to reinvent the wheel," he said.
"It's increasingly expensive to develop these products and we have received support from seven of the big players; Cisco and Nortel are just two."
Bolt made the comments yesterday at the Sydney launch of Intel's new 6000 Series Switch and the Express 9500 and 8200 routers.
The Intel accreditation program for new dealers will take place in Melbourne, Sydney and Brisbane. http://www.intel.com.au