3Com rejigs European channel operations

NEWS After abandoning its high-end networking business 3Com is now restructuring its channel strategy for Europe. 3Com will use the Internet as the first point of call for all partners in what it calls its "Web First" strategy. This enables resellers to visit the Partner Access section via the 3Com Web site and use tools provided to get details and information required for customers. Shane Buckley, vice president of channels and OEM at 3Com EMEA, said: "We will provide our partners with information from predetermined points on the Web in a move that will narrow the gap between us and the channel." Describing the channel as 3Com's sales force, Buckley said: "Due to having no direct route to market the move will get all parties to work closer together." The two main areas of focus will be the commercial/consumer network business, providing networks for small businesses and the carrier network business, providing network infrastructures for network service providers. The programme will be officially launched on 1 June.