LAN Systems opens up networking
- 10 March, 1999 13:05
Networking may not be every reseller's cup of tea today, but eventually it might be if LAN Systems has anything to do with it.
The value-added distributor, or "channel services" company as LAN Systems now likes to phrase it, has rolled out a new program as well as launching a new business unit, aimed at helping emerging networking channels service their customers networking requirements.
The PremierPlus Service is aimed at those value-added resellers who have systems or vertical market expertise but have not traditionally provided their customers with networking solutions, said Nick Verykios, LAN Systems chief marketing officer.
"These resellers own the customer but they have a skills gap or can't afford the infrastructure needed to provide that customer with networking services," he said.
LAN Systems offers a wide range of services including hot staging, network design, implementation and management, security consulting and so on. It has now unbundled these services, from being "value-add" distribution services to charging resellers separately for the services they need.
"If people want the services they pay for it. Not everyone wants to pay for the same services," Verykios said.
LAN Systems has also negotiated with partners like Cisco to enable PremierPlus Service resellers to attempt to gain accreditation without necessarily having the required technical skills in-house. In effect, the reseller has outsourced the technical requirements it is missing to LAN Systems.
LAN Systems has hired Renee Owens to manage the programs.
Another emerging networking channel that LAN Systems is trying to capture is the telco/ISP market.
Verykios sees telcos and ISPs being in a position to capture those customers who just want to use one supplier to provide all their data communication needs including Internet access. Again, it will provide services that those players don't have, but will also try and marry some partnerships between its network integration partners and its ISP and telco customers, Verykios said.
Tony Heywood, formerly a senior corporate account manager at C&W Optus, will join LAN Systems to manage that business.