Colubris Makes Enterprise Moves

By Sara Driscoll  |  Print this article Print


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The wireless LAN vendor is hoping a new channel program can help it break into new markets in the enterprise space.

Wireless LAN provider Colubris Networks, looking to branch out from its niche sector focus, has launched a channel program to help it break into the enterprise market.

The vendor, which has always used VARs, has been specializing in the hospitality and transportation sectors, supplying wireless networking for hotels and train companies, said Gary Mead, vice president of international sales at Colubris.  However, the company is now looking to delve further into enterprise markets such as retail, manufacturing and health care.  "We know that to break into these markets we need to use our channel partners," Mead said.

It is to this end that the vendor has launched the Colubris Advanced Channel Partner Program. The program has three partner tiers—Authorized, Select and Premiere—and Mead said entry-level criteria is based on volume of sales and commitment to the vendor through the number of Colubris-trained employees inside a VAR. 

Any VAR can join at the Authorized level, with no revenue targets or trained people, according to Mead.  "But we want the program to be very fluid and encourage VARs to move up the value chain," he said.

"We are also looking to recruit partners and want about 100 worldwide," he added. Mead said the company will use its distributors—chiefly Avnet and Wave in the United States—to help it with its recruitment drive.

The vendor is looking for VARs that are working in the retail, health care and manufacturing space that already have some knowledge of wireless networks, according to Mead.

Sara Driscoll began her journalism career at 16 years old on her local newspaper, The Watford Observer. Working part time, she covered a range of beats. Leaving to complete her Journalism Degree at Bournemouth University, UK, Sara then went on to graduate and work for Emap. She began as a reporter on APR, Emap's construction title, being promoted to senior reporter with a year.Sara then joined VNU Business Publications as Deputy News Editor on CRN, the weekly trade title for channel players. She covered industry/business news from vendors, distributors and resellers, product announcements, partner announcements as well as market and trend analysis, research and in depth articles to predict up and coming trends in the sector. She was promoted within a year to News Editor, a year later to Deputy Editor and the following year became Editor. Sara remained editor of CRN for three years, launching the magazine on new platforms including CRN TV and eBooks, as well as several magazine and web site redesigns. She was called on for expert industry comment from various publications including appearing on live BBC news programs. Sara joined Ziff Davis Enterprise as Editor of eWeek Channel Insider. She runs the title in all formats – online up to the minute news, newsletters, emails alerts and events. She also manages the brand of Channel Insider in all formats - events, shows, awards, panel debates and roundtables.Sara can be reached at:sara.driscoll@ziffdavisenterprise.com

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