Nortel Networks has signed up distributor Tech Pacific in a move that is likely to cause some short-term heartache for existing distributors Express Data and Westcon.
Nortel channel director Gary Starr told ARN his meetings with Express Data and Westcon had been difficult but the deal would not damage the company's long-term relationships with the distributors.
Starr said Tech Pacific was appointed after research revealed it has a broad reach into the SME market, a key industry segment for strategic products such as Nortel's BayStack range.
Ross Cochrane, Express Data's general manager, appeared unruffled by the news, commenting that it allows ED to remain focused on high-end, non-commodity products.
"I guess that's a good channel for a commodity product [like the BayStack]," he said.