D-Link Australia's appointment as an Australian Federal Government "Endorsed Supplier" could lead to increased opportunities for its resellers.
Maurice Famularo, D-Link's channel and marketing manager, Australia/New Zealand, said the endorsement means the vendor is a preferred supplier for Government departments. He said D-Link had to meet certain criteria to be awarded this status.
"We had been selling products to the Government through distribution and resellers in the past, but we were never Government endorsed, so we never appeared physically on their recommended lists," he said.
Famularo is adamant of the continued importance its resellers play in selling its products. "We don't sell directly to the Government," he said. "One of the things we don't want to do, obviously, is take away any business that's associated with resellers."Famularo said D-Link will continue to maintain its existing distributor/ reseller channel base. "But what it does mean is that resellers can comfortably go in to any Government department and put forward a D-Link product."Currently training for its resellers who sell into Government is covered under its existing channel programs. "The future is to be able to provide more training [for our resellers selling into] Government departments," Famularo said. It is currently assessing the possibilities, such as providing increased pre-sales support to resellers going in to Government departments to sell D-Link products.
D-Link's other plans for the future include a revamped channel program for its resellers, which it hopes to have ready by August 1. Currently D-Link has what it refers to as the NSPP (Networking Solution Partner Program), which it has been running for three years. "It's time to make some changes to this program, to enhance it a little bit," said Famularo. This will include categorising its channel partners as either standard or diamond resellers.
To become a Government-endorsed supplier, D-Link Australia had to satisfy criteria required for the Government Information and Communications contracting framework version 3 (GITC3), including active participation in industry development and a proven track record in delivering high-quality products and service compliance.
The endorsement will allow Federal agencies and Government departments to purchase D-Link's range of LAN and WAN hardware solutions, modems and network management systems from its resellers, based on terms in the GITC3. In addition, the endorsement will allow state Government departments access to D-Link's products.
According to a statement issued by D-Link Australia, the Commonwealth Government implemented the Endorsed Supplier arrangement in 1994 with the aim of stimulating the development of the IT and major office machine industries in Australia. The statement said: "The agreement streamlines and simplifies Government purchasing by reducing red tape for all parties involved."