Swiss IP-based networking company Allied Telesyn is set to boost its Irish indirect-only channel with the appointment an Irish country manager and a new distribution agreement with TNS (Total Network Solutions) Distribution.
Although the company has been selling to the Irish market for some ten years via the UK, they have had no direct presence in Ireland until now. Gavan Smyth, who previously worked for Fujitsu, has been appointed as country manager and will be responsible for developing new business within the end user and channel marketplace. Smyth told ComputerScope that it is also planning to increase its reseller base here from 40 to 100.
‘We will be focusing on accelerating Allied Telesyn’s business initiatives with existing channel partners and aggressively recruiting new business partners.’
A global firm with its European headquarters in London, Allied Telesyn was founded in 1987 in Switzerland. It provides IP-based network technology including routers, switches, and wireless networking products.
On a global basis, Allied Telesyn would be considered No.4 in the networking space after Cisco, 3Com and HP, Smyth said, but it considers 3Com to be its most direct competitor in the UK and Irish markets. Much of the company’s UK team is made up of ex-3Com staff.
The appointment of Smyth as country manager is unlikely to be followed by many more appointments aside from a technical person, as the company is determined to ‘keep it lean’. Smyth says that he will have sales and marketing support as required from the UK office, such as tendering proposals.
In terms of marketing, Allied Telesyn will be pushing its price competitiveness compared to its rivals. Smyth claims an average of 15-20 per cent saving for those customers who opt for his company’s products.
The company, again mirroring its successful UK strategy, will target the education, health, government and SME sectors.
The company has been working with TNS Distribution, a networking specialist, since August, but also works with Dublin-based Wood Communications, which sells data and telecommunications products.
TNS is working with Allied Telesyn as part of an ongoing strategy to deliver robust, scalable and cost effective networking technology to meet the ever increasing demands in the enterprise networking market space.
Allied Telesyn has already held a partner event at the Red Cow Inn in Dublin in May, where resellers and systems integrators learnt more about the firm’s Allied commitment to the market and support infrastructure for partners.
A regular schedule of sales training and hands-on technical courses to be held at TNS’s new training centre in Blanchardstown is being finalised.
The company, which is privately owned, employs 2,000 people worldwide and saw an 18 per cent increase in turnover in the first half of 2002, compared to the same period the previous year.
05/09/2003
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