BT and Cisco tie up reseller SME deal

BT and Cisco have launched a scheme for resellers to sell packaged systems, based on the two manufacturers' kit, into small and...

BT and Cisco have launched a scheme for resellers to sell packaged systems, based on the two manufacturers' kit, into small and medium-sized businesses (SMEs) in the UK.

The systems will be available from distributor Azlan via the new Integrator scheme. "Typically, resellers face challenges in building complete systems for SMEs," said Nick Watson, UK and Ireland director of operations at Cisco's unified partner organisation.

"We have tried to simplify that, so a reseller can simply pick a system from Azlan. We chose Azlan because it is already a well-established distributor for many BT and Cisco resellers and is trying hard to be accommodating to those resellers with which it does not already deal."

The Integrator scheme has been a three-way initiative, added Watson, with all three companies well aware of the potential of the SME market and the need to support resellers in creating additional business. "I think it will bring in incremental business for both partners," he said. "I know some initiatives tend to simply shift sales from one distributor to another, but in terms of providing a complete package, this is unique. We think it will bring in extra business and we will be measuring that carefully."

Integrator is intended to help resellers wanting to expand into the data market by providing a single point of contact, rather than resellers having to build individual relationships with separate vendors and distributors.

In the future, according to BT and Cisco, the scheme will provide a virtual distribution platform to which more products can be added.


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