Trapeze Networks is opening its first permanent UK office and hunting for “at least one” additional distributor.
The wireless LAN vendor is dedicating one floor of its new outpost in Fleet to regular training courses on technology, vertical markets and competitive threats. VARs previously had to travel to its European headquarters in Holland to receive training.
Alistair Mutch, UK and Ireland director at Trapeze, claimed the firm’s UK revenues have rocketed in 2007.
“Business is happening naturally this year so we have to really scale up the channel,” Mutch said.
“We want to fulfil demand through our existing resellers, which comes down to training and ensuring our VARs are confident. The training will be more intensive than a traditional certification course.”
Mutch said Trapeze was likely to appoint at least one specialist distributor after its two existing allies, Westcon and Crane, merged last month (CRN, 16 April).
He added that the vendor would add cautiously to its base of six gold and 20 silver resellers in 2007.
“We’re looking for specialists in the legal, financial, construction and retail sectors,” he said.
Brian Andrews, senior product manager at Trapeze gold partner Research Machines, said the new facilities would help it train more field staff. “We’ve just won a deal with Cardiff University for 1,300 access points,” he said. “We need more dedicated onsite staff for contracts of this scale.”
Roger Hockaday, marketing director EMEA at rival Aruba Networks, said: “There is definitely a clear demand for training on wireless technology and Aruba is running training courses in the UK at least once a month.”
