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Motorola spin-off Cambium rubber stamps partner programme

Alex Scroxton

Motorola wireless spin-off Cambium Networks, which split from its owner last year with support from VC outfit Vector Capital, has announced its first dedicated reseller programme, with the emphasis on broadening and developing vertical markets.

Having built up a successful business supplying fixed-wireless broadband and microwave comms solutions through an informal network of resellers, across industries including wireless ISPs, heavy industry - such as offshore oil exploration - and public admin and safety, Cambium UK regional sales manager Graham Gilbert said the intent was to put a more formal stamp on proceedings.

"The objective is to ensure the Cambium branding matches customer expectations, and to make sure the technical training we deliver offers some value to a reseller as well," Gilbert told MicroScope.

"We're developing solutions that take effort both to learn about and deliver, and to help that we're also launching ecosystem partnerships, which will help resellers put the glue behind these solutions," he said.

Cambium, which grew out of Nortel technical heritage into a firm called Orthogon Systems and was acquired by Motorola in 2006, already has about 60 partners in the UK, which will all be grandfathered into the new programme. It is also on the hunt for new resellers and integrators.

"We want to position radio as an addition to solution areas; in terms of opportunity, anybody involved in VoIP, SIP carriers, our technology can help you meet quality of service obligations," said Gilbert.

"Radio is still a cool technology because it's rapid and temporary; take large public events with no connectivity, such as Glastonbury, where Wi-Fi networks can be put up quickly and torn down a week later."


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