Distributor signs first mainstream networking vendor since it announced its move into the sector 12 months ago

Distributor Bell Microproducts Europe has signed its first major vendor in the networking space, more than a year after CRN revealed it would break into the sector.

Bell signed a distribution agreement with 3Com to become a Preferred Core Enterprise partner. Graeme Watt, president of Bell Micro Europe, told CRN Bell will distribute 3Com's enterprise switching and routing range.

“We want to play aggressively at the infrastructure level, services, storage, security and networking," he said. "Networking is definitely a priority for us. "

Watt added Bell will distribute 3Com’s enterprise products to its existing reseller base. “These will be new VARs for 3Com," he said. "Given that we have been pushing hard into the infrastructure environment, 3Com will give us the coverage we need.”

Tim Stone, vice president Northern Region and SME sales manager at 3Com told CRN that the deal had been signed because of the specialist coverage that Bell’s OpenPSL unit could give the vendor.

“We felt that we needed additional assistance with out modular and core switching," he said. "Bell has invested a significant amount in pre and post sales to help us. There is only a limited range of our distributors that can cover this."

The vendor's products are currently distributed by Computer 2000, Ingram, Northamber and Westcon in the UK.

However, Stone admitted the deal may cause some conflict among its distributors. “There will be some element of discomfort [from our other distributors] but what we are trying to achieve is very specific so there should not be too much overlap.”

Bernie Dodwell, European security manager at 3Com distributor Westcon, said: “This is a brave move in a very competitive market. Bell will have a huge challenge on its hands.”