Trapeze swings in for vertical voice resellers

Networking vendor uses distribution deal with Crane as vehicle for recruitment

Wireless networking vendor Trapeze Networks is searching for more voice resellers focused on specific vertical markets.

The firm is using its recently inked distribution agreement with Crane Telecommunications (CRN, 17 April) as a vehicle for recruitment.

Bart Tillmans, EMEA marketing director at Trapeze, told CRN: “We are 100 per cent channel focused in the UK and operate a two-tier model through Westcon Group and Crane, which is very much a voice specialist for voice over IP (VoIP) and voice over wireless.”

Tillmans added that Trapeze has been selling wireless through its channel partners for three years and new market trends to arise include security and management, but in particular voice, including VoIP and voice over wireless.

“We are looking for voice channel partners,” he said. “Westcon Group and Crane give us access to about 100 channel partners. We have been actively looking for voice resellers only in the past couple of months.

“Wi-Fi is growing, but in different areas, so we need VARs vertically focused in government, healthcare, education, logistics and retail.”

Karen Parrott, business development manager at Crane, said: “We have created a convergence solutions team and have already won £120,000 of Trapeze orders over the past two months.”

Parrott said that having Trapeze in Crane’s portfolio enables the distributor’s VAR base to sell more wireless and voice over wireless.

“Trapeze as a vendor is easy to work with and we have received positive feedback from partners. Trapeze also has the full offering for SMEs, right up to large enterprises,” added Parrott.

Craig Walden, marketing director at Crane, said: “Trapeze’s products fit well with our other vendor alliances and we are confident of recruiting the VARs we need.”

>> Further reading:

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Wireless LANs get smarter and faster

Westcon offers safety net with Trapeze act