Alcatel-Lucent has inked a new distribution partnership with fledgling managed services and convergence distributor Incanix, through which it hopes to target resellers specialising in IP and applications in both Britain and Ireland.
Worcestershire-based Incanix is a relative newcomer to UK distribution, getting its start in September 2009, and Alcatel-Lucent claims the deal with the firm will augment its existing UK relationship with Sphinx, which until now had held exclusive rights to its portfolio in Britain.
Alcatel-Lucent UK and Ireland distribution head Eamon Connaughton told MicroScope that the sole relationship with Sphinx was not by design, and that the vendor had always planned to bring on more distribution partners as needed.
He added: “During the past 12 months we’ve undertaken many initiatives to increase end-user awareness about the benefits of IP convergence, culminating in [this] distribution agreement, which is key to expanding our UK and Ireland coverage and reach – particularly in the small to medium sized enterprise space, where there is massive growth opportunity."
The distributor counts several former Cisco channel people among its executive team, including sales director Wendy Askew, formerly Cisco territory marketing manager for Ireland, who along with her colleagues has spent the past few months exploring contacts with potential reseller partners.
"Incanix was set up in direct response to the Alcatel-Lucent tender for a new distributor," she explained. "We feel Alcatel-Lucent is both under-marketed and undersold in the UK and Ireland."
Incanix will gain access to the vendor’s full convergence solution portfolio, including VoIP, data, security and applications, and has undertaken not to carry any competitive product, effectively sealing its foreseeable future as an Alcatel-Lucent specialist. It is, however, in negotiations to carry product from vendors seen as complementary to Alcatel-Lucent, according to Askew.
It is also planning dedicated marketing initiatives and has set up an internal team to offer business development and support.