Azlan has reorganized its business development programme around a series of “planets” which it says will help any reseller become a master of the universe.

Each planet will encompass all the distributors’ resources - marketing materials, training, education, pre-sales support – for a given technology area. Azlan stretches the metaphor further by saying the interdependency between technology areas mirrors the way real planets co-exist within an ordered, stable universe.

The first planet set spinning will concentrate on IP telephony, with a security planet creeping over the horizon later this summer, while a world of mobility is due to come into view some time in the autumn.

Mark Stancombe, programme manager at Azlan, said one of the problems resellers face when moving into new technology areas was the commitment to training and support, both in terms of investment and time.

Resellers do not have to pay to enroll in the planet programme, and Stancombe said it should allow resellers to get up and running in new markets, and start generating revenues, before they have to make a major investment.

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