Ingram Micro Taps Cisco, Sprint For Broadband Play

In addition, the distributor has added new wireless products from Handspring, Nokia and Sony and is ramping up a wireless help desk for customers.

"Wireless gets a whole lot of play today, and bandwidth is a huge opportunity for resellers to play in," said Sally Stanton, vice president and general manager of emerging technologies at Ingram Micro.

The distributor will serve as a master agent to provide VARs with Internet access from Sprint through a T1, 3-Mbyte or T3 connection using Cisco routers, depending on end-user needs, Stanton said.

Traditionally, solution providers had to sell about $10,000 a month to be a direct agent for a carrier, she said.

"For a reseller that's never been into this, that [threshold is steep. And that's only a base level to get their lowest commission rate," she said. "We've taken that barrier to entry away. A reseller can sell one circuit a month, that's fine."

Tech Data has a similar deal with AT&T for broadband service.

Other alliances could follow for Ingram Micro, Stanton said. "[Sprint is not an exclusive, but it's our first. We'll have to see how successful this goes. We wanted to make sure we have a national player," she said.

High-bandwidth solutions through distributors are a great opportunity if solution providers are not overburdened with technical issues, said Tommy Wald, president and CEO of Riata Technologies, an Austin, Texas-based solution provider. "If there's an extended certification process, or knowledge building on the technical aspects, I don't think it will be as well-received," Wald said.

Ingram Micro expects to handle much of the legwork, and solution providers would receive annuity revenue based on customer use, Stanton said.

Ingram Micro now offers Handspring's Treo, Nokia's 9290 Communicator and Sony's Clie handheld and VAIO notebooks--all strong products on which solution providers can build their wireless business, Stanton said.

Pricing for the handhelds ranges from $299 to $999, she said, adding that successful wireless solution providers incorporate the products into larger solutions.