Digiland has been appointed sub-distributor of 3Com’s SME networking gear as the vendor pushes to substantially grow its share of the small to medium-sized enterprise (SME) networking market.
The Victoria-based distributor has been charged with supplying 3Com’s OfficeConnect, Baseline and SuperStack range of switches and hubs, as well as its network interface cards and WIFi products that are targeted at the SME market.
3Com will fill the gap left in Digiland’s networking product portfolio after HP dropped the distributor in March when it rationalised its distribution model. Digiland also distributes Linksys networking gear that is targeted at the SOHO market.
Marketing Manager of Digiland, James MacBeth, said the distributor was drawn to 3Com's lean distribution model.
3Com’s mainline distributors, LAN Systems, Ingram Micro and Tech Pacific, primarily focus on traditional markets including the large enterprise, education and government sectors, while Digiland hopes to win the lion’s share of 3Com’s SME business.
“3Com’s main distributors also supply to the SME market, but they don’t have the broad contact at that level that we do,” he said.
MacBeth said that over time Digiland would like to be appointed as a mainline distributor but, at this stage, the Australia-wide sub-distribution agreement with 3Com was more suitable.
3Com country manager for Australia/NZ, Mike Clarke, said the vendor decided to appoint Digiland to take advantage of the opportunities emerging in the growing Australian SME networking market.
“We see the biggest opportunities in the 10 to 50 user environments,” Clarke said. "Digiland has a loyal channel addressing SME needs. The appointment of Digiland will ensure our provision of products and services to the SME market is second to no other networking company.”
3Com has issued a reminder to its existing Bronze channel partners to renew their Focus program memberships online so that they can receive all their membership benefits, including higher rebates and discounts, and more opportunities in specialised areas such as wireless, security, service authorisation and particular vertical sectors like healthcare, education and government.