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. Managing director of Integrity, Ross Chiswell, 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 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 ISPs ("the emerging telcos") already using spectrum radio (SR) technology and 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 requiring bigger pipe technology allowing up to 100Mbps data, he said. 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 belief with our channel is to provide them 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 so many companies like Cisco and Cabletron offering products, and you don't often get resellers with training. The margins available to resellers will fall significantly as a result," he mused.