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Expand expands distie community

Microscope contributor

WAN optimisation hotshot Expand Networks has enticed recently-formed Cloud Distribution to join its distie line-up, along with European partner CDG and comms specialist Sematron.

Cloud Distribution, launched by former VCOMM boss Scott Dobson in September, will focus on WAN optimisation in virtualised and cloud-based networks, while CDg will target server-based environments and Sematron will cover satellite based links, which are known to suffer tremendous latency issues.

Expand’s corporate vice president of sales and marketing, Adam Davison, said the signings laid the foundations of  “an energised channel strategy that will support our resellers in meeting the changing business initiatives of the UK enterprise.”

Expand has made much of the recession-busting capabilities of WAN optimisation tech and been busily refining its channel-facing strategy in recent months.

Speaking to MicroScope at last month’s IP Expo event, Davison discussed the ramp-up of the vendor’s reseller loyalty programme and announced a cash for clunkers programme to encourage resellers to upgrade their customers from legacy and competitive kit – particularly from Blue Coat, which recently end-of-lifed several lines.

Davison said that while customer budgets remained low there was a clear need for resellers to persuade end-users to loosen their purse strings.

“You can only stretch budgets so far before you’ll have too much kit to replace, which creates a bigger challenge down the road,” Davison said, remarks echoed in similar fashion today by Cisco, which is encouraging resellers to target pent-up customer demand.


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