Comstor handed Tandberg contract as Avnet leaves fold


Comstor handed Tandberg contract as Avnet leaves fold

Microscope contributor

Comstor has laughed off Avnet's parting threat to switch sell Tandberg reseller partners to Avaya, as it prepares to join Azlan in distributing the videoconferencing specialist across Europe.

Reseller and distributor contracts are moving from Tandberg at month end to new parent Cisco, which closed its acquisition of the firm in April last year, and Cisco will maintain its deal with Azlan and replace Avnet with networking partner Comstor.

Tony Neville, general manager at Advanced Technology Partner Comstor, said the market saturation numbers for video were "still very low" and he estimated just 8% of meeting rooms across the planet had video installed leaving a large market open.

"We see this as an extension of our well established voice capability but video is an area that is new to the organisation so we need to invest time and resource to make sure our technical and sales people are where they need to be," he said.

Comstor has around 30 Cisco sales staff and 10 certified engineers focused on voice and it will look to put six or seven through Tandberg technical training on video.

By 1 February, the 40 to 50 resellers that sell Tandberg will migrate to Cisco Ts&Cs and another 20 resellers may be invited by the vendor to sign up.

John Toal, UK country manager at Avnet Technology Solutions, confirmed the split with Tandberg and pointed out that its focus will be on building its business with Avaya.

"We are very happy to support Avaya with moving those Tandberg customers across to Avaya, thank you very much. Our Avaya partnership is going from strength to strength at the moment," he said.

However, Nevill responded by saying that he did not believe it needed to take defensive measures.

"I don't see any throwing out Tandberg and moving to another technology," he said.

In a statement sent to MicroScope, Dominique Vanhamme, head of distribution and resellers at Cisco, said Comstor would become a TelePresence Video Specialist Distributor in Europe.

"We see video as a key technology for our specialised partners," he said.

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