3Com's Channel strategy kicks into high gear, ECS appointed as first ADP Partner
Singapore, 17th August 1999 - Leading networking company 3Com, today appointed ECS Computers (Asia) Pte Ltd, as its first Advanced Distributor Partner for Singapore.
3Com works through its partners and resellers to provide a wide range of networking products, frequently the best in their categories. These products are meant for use by the largest enterprises to the individual. To better meet the differing needs of these markets, now and in the future, 3Com is streamlining its channel strategy.
Traditionally, 3com's Advanced Solutions Partners (ASP) would provide total solutions for the large enterprise and carrier markets, while Distribution Partners (DPs), working in conjuntion with networking partners (NPs) & resellers, met the needs of personal users and small medium enterprises (SMEs).
3Com recognises that the needs of SMEs are growing, and growing in complexity. To better meet the needs of this market sector, the Advanced Distribution Partners (ADP) Programme has been developed.
As part of this programme,3com has developed excellent backing to help the ADP partners;these comprise financial, communication, education, motivation, and sales, marketing and service support. The ADP partner, for its part, has to meet stringent criteria,including having one Master of Network Science-accredited engineer per US$1million of sales.
For 3Com's large enterprise customers, the benefit in turn is that 3Com's ASP partners are better able to concentrate on their needs, and rapidly build and enhance their experience and expertise on such large projects. DP partners are able to do the same with customers with less complex needs, and personal users. 3com's new channel strategy makes it easy to identify the right partner to match their needs, with the assurance that that partner is fully capable of meeting those needs.
"The creation of the ADP Programme effectively segments out channel strategy," said Marcel Jacobs, Managing Director, 3Com south Asia. "We have a very clear and structured framework, with the best channel partners positioned to best meet the needs of difference customers at all levels. I congragulate ECS on their successful appointment as the first ADP for Singapore, and look forward to achieving great things together."
"ECS is honoured to be the ADP for a leading-edge product like 3Com's CoreBuilder™ Series of High-end Function Switches. This partnership with 3Com marks a milestone in ECS's quest to strengthen its portfolio with complete networkking solutions. Our strong relationship with major hardware and software vendors, coupled with the expertise in bridging these two groups bring added value to 3Com's vision of "staying more connected", said Mr Tay Eng Hoe, Managing Director of ECS.
In the months ahead, ECS will appoint NPs to further drive and develop the SME market. For its part, 3Com plans to build and extend upon the ADP Programme in Singapore, and across the region.
"3Com has been selling through channels now for nearly 20 years," said Mr Jacobs. "The channel model has changed and will continue to change. While we see the ADP Programme as a powerful means to work with SMEs, we will continually learn from our experiences and finetune our channel model to best meet the needs of all our customers."
About ECS Computers (Asia) Pte Ltd
Established in 1982, ECS Computers (Asia) Pte Ltd is a member of NatSteel Electronics. As one of the leading IT Value Added Distributors in Singapore, ECS offers products and solutions to the corporate market through strategic alliances with industry leading vendors. Total integrated solutions incorporating the best-of-breed products are offered through its wide and established channel of resellers and system integrators. ECS distributes a wide portfolio of leading-edge products which include 3Com, Hewlett-Packard, Sun Microsystems, IBM, Apple, Lotus, Oracle, and Check Point. Education and consulting services on cross-platform integration and system security are also provided.
For more information, please call 65-2999433 or refer to http://www.ecs.com.sg
About 3Com Corporation
With more than 200 million customers worldwide, 3com Corporation connects more people to information in more ways than any other networking company. 3Com delivers innovative information access products and network system solutions to large, medium and small enterprises; carriers and network serive providers; PC OEMs; and consumers. 3Com - More Connected™.
For further information, visit 3Com's World wide Web site at www.3com.com or the press site at www.3com.com/pressbox
