VADIS Systems, a cloud-focused distributor which launched last month, has announced deals with security vendor Astaro and networking vendor Alllied Telesis.
The two signings underpin the networking and security elements of VADIS' three-pronged portfolio; cloud services is the third.
The vendors' products were to be sold individually as well as in integrated solutions that combined with its cloud vendors, such as ThinkGrid.
VADIS has made big promises to its vendors.
Scott Penno, Allied Telesis' country manager, said in a press release that the relationship had the potential to increase revenue by 30 percent with 12 to 18 months by targeting enterprise wireless.
"We expect this increased growth to come from a greater presence in the enterprise market but also from the defence, education, industrial and transport sectors where we have strong established relationships," said Penno.
VADIS co-founder and sales and marketing director Gerry Tucker said in the release that the signings were an endorsement of VADIS' ability to change the traditional channel business.
"Our point of difference is the measurable value we can provide to vendors, resellers and, critically, end-users throughout the business cycle. We are achieving this with tailored value added services and flexible reseller finance models that meet our partners' needs.
"We are also providing multi-tiered services and a central sales lead generation service that does not compete with direct sales," said Tucker.
He said the ability to develop tailored distribution programs underpinned by flexible services would appeal to vendors weary of distributors still doing business the way it was conducted last decade.
"Vendors, resellers and end-users have changed. Unless the channel adapts to meet individual customer needs in individual ways it loses relevance and loses business to in-house and one-dimensional distributor services," he said.
Astaro, which has also signed with security specialist Whitegold, said VADIS' "unique approach" to the channel would help expand the vendor's reach and service offerings in targeted markets.
"VADIS provides us with the resources to go to the next level. It also provides our customers with an expanded level of service and capabilities," said Guy Coles, Astaro's vice president of sales for Asia Pacific and Japan, in the release.
VADIS said it was hoping more vendors and resellers would be attracted by its "unique business model".
Issue: 277 | March, 2010