Networking hardware distributor, Lan 1, has been selected by Motorola as the first local supplier of its range of carrier-grade Canopy wireless products.
According to Motorola, the distributor was chosen after a three-month review process. Lan 1's existing relationships with ISPs and managed services providers, as well as its focus on IP products, were the key reasons for its appointment, the vendor said in a statement.
While Lan 1 already supplied wire-based communication equipment and services to its channel partners, its managing director, Daniel Lee, said the new deal with Motorola was the first it had signed for wireless products.
"We already sell ADSL modems, firewalls and anti-spam products to ISPs; it's a focused vertical market for us," he said.
Canopy is a wireless broadband platform which provides last mile connectivity to a virtual private network, as well as existing ISP and carrier infrastructure. The technology offers download speeds of up to 20Mbps. Motorola claims the solution will provide the channel with a framework to cross-sell other services, such as VoIP, data disaster recovery, remote back-up and remote management.
Lee said he thought this was the first time Motorola had moved into the IT space.
"I think the company has recognised that's where the big growth is," he said.
Alongside the provisioning of equipment, Lee said Lan 1 would introduce a partner training program for 35 of its resellers in the first quarter of next year.
"Wireless is still a new area, so people need to understand how to deploy wireless equipment," he said.
For those partners who don't want to invest in the technical skills for deploying the wireless solution, however, Lan 1 will offer whole-of-site surveys, configuration and installation services on a contractual basis, Lee said.
"Resellers or ISPs would manage and sell the solution, but we can provision it for them," he said. "If partners can focus on the sales and marketing, we can provide a suite of services to them.
"It's all part of us providing value-added services to our partners."
Lan 1 is now in discussions with several ISPs, including wireless player, BigAir, to implement the technology and is hopeful of announcing a formal partnership in February. Lee said it was also in discussions with several channel partners targeting the enterprise market.
The distributor has forecast sales of Canopy products to be worth around $2.5 million in the first year.