Wireless networking vendor Xirrus has launched a new programme targeting managed services providers, and says it will be pushing a number of services into the channel that it has previously provided directly, such as site surveys, capacity planning and maintenance, among other things.
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Speaking to MicroScope, Xirrus EMEA sales vice president Sean Larner said that over the first three months of 2012, the firm would completely change how it approached its partners.
"Our big partners, such as Insight and Trustmarque, are looking to see how they can best leverage services around wi-fi and the best way for us to help them do that is to put our services in the channel," he explained.
Larner revealed that Xirrus would be retraining its services engineers to become channel training specialists, adding: "By the end of March we will be a completely different business."
Citing stats from Gartner, Xirrus said its programme would help MSPs grab a slice of a market that could expand around $3bn (£1.9bn) worldwide by 2015.
With 80% of recently-installed wireless networks potentially becoming obsolete by the middle of the decade, Xirrus claimed the potential opportunity for partners would be even wider. In recent months it has launched a string of new products, including cloud-based wi-fi management services, would help mitigate these problems.
"Xirrus' price performance and implementation gaurantee [will] make it possible to take advantage of the explosive WLAN market to grow our opportunities and accelerate revenue," said European Electronique sales director Jesse Westgate.