Nokia has appointed Express Data as its primary distributor as it primes the market for the arrival of its third-generation products in 2002.
Nokia is putting renewed vigour into signing partners to take its new "application integration" products to market. The new line is designed to transform Internet data into WAP packets to be accessed through portable devices.
"We need high-profile market coverage to get where we want to be," says Vic Whiteley, general manager of Nokia Australia/New Zealand. "We see Express Data as a fulfilment organisation not a box mover."
Nokia is still screening 20 possible resellers, which fit their distribution criteria. At this stage Whiteley says he has no fixed figure on how many he will sign up but he is keen avoid partners with conflicting customer base.
"People ask me how many I intend to have and I tell them I don't know. I'll tell you when I sign them," he says. "They'll be all the usual suspects."
Nokia plans to roll out a two-tier reseller channel in Australia and states up-front it has no intention of competing with its channel on any level, a decision based on "honour and reputation within the industry".
Contracts also restrict distributors from selling direct, disabling them from utilising their buying power to compete with resellers.
While Nokia doesn't release revenue figures, Elliott puts its worldwide growth in the triple digits, with the Asia-Pacific region experiencing the fastest expansion. According to Elliott, the company has secured 56 per cent of the Firewall market in 24 months.