Telstra and 3com have formed a partnership to target Telstra's OnRamp ISDN products at SMEs (small to medium enterprises).
The arrangement will see the two companies form a joint channel, signing up around 1000 resellers who will exclusively sell the products.
The solutions are targeted at businesses with between one and one hundred PCs, said 3Com Australia and New Zealand's managing director, Gerhard Rumpff.
Rumpff said the deal was potentially worth $10 million. The Big Pond Business Easy Connect solutions will provide simplified digital Internet connection for SMEs with off-the-shelf packages. Initially, the channel will sell three products combining OnRamp ISDN connection, Big Pond Business Internet access and 3Com modems and routers. Rumpff said that the product range would increase to include software, hardware and potentially an applications hosting service.
Telstra and 3Com will support the channel with marketing, technical support and ordering, Rumpff said. 3Com competitor Cisco signed a strategic alliance agreement in December last year, which incorporated joint projects and initiatives, including sales and marketing activities.
Cisco supplies Telstra with networking hardware, and a company spokesman said the 3Com deal would increase Telstra's traffic, which would in turn increase its need for Cisco equipment.
Telstra also supplies Cisco hardware to enterprise and SME customers under Big Pond Business, Big Pond Direct, IMS and Fractal Business Connect, the spokesman said.