Accton mans Government channel
- 03 August, 2001 16:12
Taiwanese component manufacturer, Accton has appointed its second Australian distributor, partnering with whitebox assembler-cum-distributor Pioneer.
Michael Calculli, country manager for Accton in Australia said the agreement should enable the vendor to penetrate the Government and education markets. Not only will Pioneer distribute Accton products, but it will also use Accton components such as Ethernet cards and modems in the products it assembles.
Pioneer joins Accton's existing distributor Weston, who remains focused on small business resellers. Calculli said he will continue to appoint distributors, but only those that do not clash with his existing relationships. "We're not about to put on disties that compete against our existing partners," he said.
Calculli now wants to find a distributor that targets Original Equipment Manufacturers (OEMs) in Australia. He said many OEMs will not buy from Pioneer, as they would naturally see it as a competitor.
In the next few months Calculli also plans to appoint State-based distributors to tackle the far reaches of Australia's geography. The first of these agreements should be announced by early September.
Calculli said he is content to run Australia's operations alone for now but he is likely to appoint a business development rep in the near future.
Until this year, Accton marketed its range of switches, hubs, modems, network interface cards (NIC) and other networking products through a range of OEM such as 3Com and Hewlett-Packard. These OEM partners include nine of the 10 largest networking vendors in the world, commanding approximately 70 per cent of the manufacturer's business.
But Australia is one of the manufacturer's first operations to branch off into the small business market, with a range of Accton brand products alongside its OEM deals.