Networking vendor Ramp Networks is set to expand its Australian distribution structure to include Tech Pacific, Namlea, Hitech Distribution and J Mills Distribution.
According to national sales and marketing manager Michael Yee, the decision to increase the company's distribution partners from one to five is based on sharp increases in the demand for Internet access throughout the country.
"So far, we have been using Tecksel as our major distributor in New South Wales, Victoria and Queensland, but the strong demand for Internet access solutions has made it necessary for Ramp Networks to focus nationally," Yee said.
Rather than compete with present distributor Tecksel, the new players have been specifically chosen to complement the existing channel structure by focussing on SME verticals and taking Ramp Networks offerings into different states.
Interestingly, current distributor Tecksel not only supports the new structure, but was actively involved in the process by which the new distributors were selected.
The proposed structure will see Tech Pacific operating as the national broad-based distributor of the networking products. According to David Higgins, Tech Pacific's category manager for networking, the Ramp Networks offerings will allow it to focus squarely on the SME market.
"The Ramp Networks offerings are at the right price point for SME and are easy to use. That is exactly what the market is looking for. We plan to build on the sorts of channel structures that the vendor has applied in the US, and develop the market in Australia so that the reseller base has every thing they need to access appropriate markets."Hitech Distribution is set to focus on distribution in South Australia and sales manager John Winter is enthusiastic about the new partnership deal.
Winter said the Ramp products fitted in with the Hitech Distribution range.
"Ramp Networks' offerings will really strengthen our position in the networking arena. We are aiming to provide a complete range of networking products to the SME channel in South Australia, and these products complement some of the brand names we already offer," Winter explained.
Western Australian-based J Mills Distribution already has a strategic partnership with Tecksel, and has been chosen to inject Ramp Networks products into its local market. Alan Duncan, J Mills Distribution's managing director, confirms that the new partnership has resulted from extended negotiations with Ramp Networks.
"We were approached by Ramp Networks about two months ago. The partnership is an excellent opportunity for us because their offerings complement our present product range," Duncan commented.
According to Ramp, Namlea will focus on the important electrical wholesale trade sector.
Tecksel national sales and marketing manager Mark Kofahl confirms that he supports the changes to Ramp Networks' distribution structure.
"It is in our interests to have Ramp Networks professionally represented throughout the marketplace. We were involved in the selection process and we are confident that our particular market focus will not be affected by the new distribution structure," Kofahl said.