Enterprise communications company, Alcatel-Lucent Enterprise (ALE), has inked an additional distributor to its channel in Australia. The company has signed on Integrated Products to its distie portfolio, and the company will distribute ALE’s entire range of hardware and software solutions through existing and new partners.
These solutions provide real-time communications as well as campus wired and wireless networking and datacentre switching solutions for small to large enterprises.
Before the agreement with Integrated Products, ALE's solutions were distributed only via VExpress in Australia.
“We still have VExpress as our distributor; that doesn’t change. It’s still our main go to market channel for the Telstra business and Integrated Products is complimentary to VExpress as it will expand us into new and SMB markets,” ALE channel sales director, Chris Downes, said.
According to Downes, the company chose Integrated Products as its second distie as it wanted to increase its market coverage in Australia.
“Integrated Products has got good customer service to its resellers; we wanted a value-added distributor that would bring our solutions into new markets like healthcare, government, and hospitality. We also share a joint ambition to grow our channels for unified communications and networking infrastructure solutions.”
Downes added that working with distributors like Integrated Products enables the company to have a far reach into businesses across Australia.
“We can continue to grow in the Australian market to reach more users that can take advantage of the advanced communications and networking technology to solve their business needs.”
“Integrated Products represents a strong opportunity for ALE to reach new verticals and new customers. We share a common strategic vision where our businesses are aligned to the success of our customers and we look forward to working with them long into the future,” Downes added.
Integrated Products managing director, Stuart Fowler, said there are three and salient points from the company’s perspective in terms of taking ALE’s solutions out to market.
-It has been using ALE’s solutions
-ALE is a respected global brand and has play in healthcare, hospitality, and government
-There are business opportunities across the business communications and IP CCTV security sectors
Fowler said the company sees a number of opportunities in the IP CCTV security market, especially within the verticals mentioned above and increases its geographical footprint.
“We are delighted to be working with ALE in this capacity. The IP CCTV security market is now very closely aligned to the business communications market and ALE communications and network solutions. We have also identified significant synergies within the vertical markets that both companies successfully address.
“The partnership between Integrated Products and a global vendor, such as ALE, who has a complete and well-respected converged voice and data portfolio offers mutually beneficial opportunities and is aligned with the core principles of Integrated Products service focus,” he said.
Fowler also mentioned resellers that play in the security space will benefit the most from this partnership.
“From an integrator products point of view, we will differentiate ourselves through service responsiveness and a large percentage of the current resellers and integrators in the security space will benefit,” he added.