3Com Adds VoIP Distributor

Target Distributing, a Germantown, Md.-based outfit, specializes in the distribution of communications products.

“Target brings a boutique-like environment whereby they are specifically recruiting IP telephony resellers,” said Nick Tidd, vice president of North American channel sales at 3Com, Marlborough, Mass. “We&'re getting a much more tactical distributor as opposed to a broadline [distributor],” he said.

Other 3Com distribution partners include Alltel Communication Products, Ingram Micro, Synnex and Tech Data.

Approximately 95 percent of Target&'s base of primarily SMB-focused VARs, integrators and interconnects are new partners to 3Com, Tidd said.

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The two companies have been working together for the past five or six months to determine partner overlap and to educate and train Target employees on 3Com, Tidd said.

Through the partnership, Target will distribute 3Com&'s full voice and data portfolios but not its TippingPoint security lines, Tidd said.

Tidd said 3Com continues to consider adding distribution partners to carry its TippingPoint portfolio, which it acquired in February.

3Com is also on track for a fall rollout of a deal registration program, new specializations and a new lineup of Web-based partner tools, Tidd said.