Network connectivity specialist NBase-Xyplex is setting up shop in Australia with the assistance of two distributors and a wide reseller base.
Shunning what Koby Bergman, the organisation's Asia Pacific sales director, sees as the contemporary business model of direct vendor sales, NBase-Xyplex will rely on a two-tier sales model. Two distributors - Proactive Communications Solutions (PCS) and Digital Networks Australia (DNA) - are the first to be selected.
Bergman claimed both organisations were chosen on the basis of their customer and product focus.
"The two distributors are not large because our aim is not to be like a supermarket but instead to have distributors committed to building a market and paving the way for us to eventually have our own existence in Australia," he said.
"Each distributor is positioned in different markets, DNA is wholesale focused and PCS is telco and government orientated."
NBase-Xyplex has yet to select its resellers but Guy Avidan, president of NBase-Xyplex, insisted that, although it will concentrate on only a small distribution channel, NBase-Xyplex will compile a substantial number of resellers and VARs. "They [resellers] need to be qualified extensively in their areas of expertise, they need to be focused on selling our product, they must be loyal and they must have potential," Avidan asserted.
He added that the benefits are mutual with resellers receiving training and certification.
In Sydney to oversee the launch of the networking company, Avidan said NBase-Xyplex could offer total connectivity solutions to both the high end of the market and the SOHO segment with the jewel in its crown being the AcceleRouter.
"Say there is a bottleneck because of a problem with a router. The traditional solution would be to replace the core of the network, which is an expensive fix," Avidan said.
"Our solution is to preserve the network and focus only on the particular problem, which in this case is the need for more power. The AcceleRouter simply plugs in and you gain 10 times more power."