US Robotics to invade Europe

Network access manufacturer US Robotics has embarked on a European channel expansion in to increase its presence in the wireless market.

It plans to recruit more than 100 resellers in the UK by the end of the year, with similar targets set for Italy, Spain, France, Germany and the Middle East.

Faye Williams, US Robotics EMEA channel marketing manager, said the firm will offer VARs discounts and training. "When we spun off from 3Com we were left without a database of customers. So we are trying to grow it and get them to re-register through distributors," she said.

The Reseller.Set.Connect programme provides white papers, marketing tools and focus on wireless connectivity products.

But Jess Thompson-Hughes, managing director of Aruba wireless integrator React Technologies, said the products are viewed as a commodity item.

"It's one step up from PC World. It will get uptake from online resellers, but I am not sure how it will appeal to enterprise-sized integrators," he said.

daniel_thomas@vnu.co.uk

See also:

Give us wireless facts, not fiction

More honesty is needed when it comes to quoting wireless speeds in marketing documents.  27 Jan 2004

Voice & Data

  02 Sep 2003

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