Cisco Live! 2013: Opengear targets growth in Asia-Pacific

Cisco Live! 2013: Opengear targets growth in Asia-Pacific

Announces partnerships and revamps channel program

Infrastructure management solutions provider, Opengear, is aiming for further growth in the Asia-Pacific region as a result of its year-on-year growth.

To facilitate this, it has announced partnerships and revamped its channel strategy, according to its A/NZ business development and sales manager, Dr Brendan Baker.

“The growth means we’re going into new areas now and have to manage the expansion. We want to be serving our enterprise customers as we’re a very technology focused company,” he said.

The company has announced a strategic technology partnership with a power distribution company, ServerTech, to provide integration with Opengear’s cellular enabled products and power distribution units.

“Our customers will be sharing relationships through this indefinite partnership. It gives our customers access to Servitec’s power distribution units,” Dr Baker said.

Opengear worldwide business development and strategy vice-president, Vincent Giordano, will oversee the partnership.

Giordano said business and people adoption of 3G and 4G technology is developing to become a major trend that will impact Opengear, especially in Australia.

As a result, the company will be launching its 4G-enabled infrastructure management solution at the end of this quarter, which it is currently running trials with a major Australian telco service provider.

The announcement of the partnership with the telco can be expected at a later date.

The company also recently updated its channel program, which transitions from a distribution through to reseller model to one that sees Opengear partnering with resellers and managed service providers and giving them access to discounts and training.

Its existing resellers and distributors will transition straight across, to the updated program, offering them more opportunities to get pre-sales, technical, as well as support training and certifications from Opengear.

“It’s about building relations with smaller resellers. The other thing we’re doing is making ourselves more available to these partners,” Dr Baker said.

“We’ve been around for five years – so we’re transitioning from a start-up to a big enterprise company. We’ve reached the point now that we don’t want to be out there selling to end users, we want the resellers to do it.”

He added that the company’s next move will be pushing into the Asian region.

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Tags Telco3g4gpartner programOpengearPartnerships


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