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Integrity wins distie contract

Integrity wins distie contract

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Value-added reseller (VAR) Integrity Data Systems has won a two-year exclusive deal to distribute US enterprise networking vendor Western Multiplex's Tsunami 100BaseT wireless Ethernet bridge product in Australia.

The Tsunami line includes what is reportedly the world's first license-exempt, fixed wireless Ethernet bridge, providing 10BaseT and 100BaseT point-to-point connections at distances up to 20 km, according to a company statement.

Integrity, a wireless networking specialist, orchestrated the $8 million deal. Ross Chiswell, managing director of Integrity told ARN it will partner with a national network of five service providers to target the corporate sector with Tsunami from October.

The group, comprising of Last Mile Wireless Communications (QLD), Applied Data Communicaitons (SA), Alpha West (WA), Dominion Electrics (NSW) and MetroComm (QLD), are advanced product specialists (APSs), Chiswell said. All five were singled-out from Integrity's 30 existing communications' resellers due to their strong technical knowledge of fixed wireless technology.

The deal will generate $2 million in profit for Integrity over the next year, Chiswell estimated, with significant flow-on for resellers depending on sales activity interstate. "There's really no other product on the market which offers license-free sales and 5.7 gigs," he said. "Because it's a good product, it will command good returns and a significant profit for resellers."

Chiswell predicted Tsunami would have the strongest uptake among those ISPs ("emerging telcos") already using spectrum radio (SR) technology, and those looking to dodge traditional carrier costs by establishing their own networking infrastructure. Tsunami would also prove popular among mid-level corporates like retailers, councils and schools, which require bigger pipe technology that allows up to 100Mbps data. Harvey Norman in Adelaide was in testing mode, Chiswell added.

"With Tsunami, we'll provide the control for the client organisation, working directly with them on the links. Our aim with our channel is to provide [the client] with the best training and integration expertise," he said of Integrity's reseller model. "The [networking] marketplace has made a lot of mistakes in servicing clients." There are many companies which offer products to resellers but no product training. "The margins available to resellers will fall significantly as a result," he mused.


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