Lucent places high value on Integrity Wireless specialist Integrity

Communications vendor Lucent Technologies has selected Adelaide-based Integrity Data Systems as its master distributor in Australia in a bid to develop new channels for its products.

Ross Chiswell, managing director at Integrity Data Systems said the appointment was a result of the distributor's authorised wireless reseller program. "We have a very strong belief that the reseller channel needs to be educated and trained," he said.

The master distributor agreement will see Integrity Data Systems working with other Lucent distributors by helping them train their resellers.

Chiswell said, as a result of becoming Lucent's master distributor, Integrity was increasing its warehouse facilities, and its support and sales staff. Integrity is also looking at expanding its training programs.

Chiswell added that the wireless networking market sector was not an area which could be approached as a "catalogue sales area".

"You can't just give someone a part number and a price and expect them to successfully implement the technology," he said. "The reseller needs some education in radio frequency theory in order to get the client's desired outcome."

He said resellers which had networking or telecommunications skills could get involved in wireless networking. "Our requirement is that they do some training." Chiswell said Integrity ran two-day courses for engineers. "That gives them the underlying knowledge and understanding of the technology so they don't make the mistakes when they go out in the field and try and sell them or recommend them to their clients."

In a statement relating to the master distributor agreement, Lucent said it chose Integrity Data Systems "in recognition of Integrity's commitment to wireless networking and the effectiveness of its reseller channel". Integrity will provide a single distribution point for all Lucent's wireless products.

Peter Davison, Lucent's ORINOCO account manager, said the agreement was an opportunity to develop new channels for Lucent's product range. The announcement of Integrity Data Systems' appointment coincides with the introduction of Lucent's ORI-NOCO brand name (previously known as WaveLAN) to the products which will be distributed through Integrity.

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