Fluke Networks, Network Monitoring Provider, Taps Ingram Micro as Master Distributor, Drops Tech Data

Deal builds on existing 10-year distribution agreement. Vendor will offer deal registration, dedicated support through distributor. Ingram will pursue new Fluke channel partners.

February 4, 2011

D.H. Kass

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Fluke Networks, an Everett, WA-based provider of networking monitoring and analysis solutions, said that Ingram Micro Inc. will serve as its master distributor in the U.S., expanding an existing decade-long distribution agreement to include additional products, support and a deal registration program for the vendor’s channel partners.

The agreement, which is effective on February 7, covers Fluke’s EtherScope Network Assistant, DTX CableAnalyzer, OptiView Network Analyzer, AirMagnet and Visual Network Systems, officials said.

In securing a broader agreement with Ingram, Fluke said that it de-authorized distributor Tech Data Corp., a move that Ingram said it will capitalize on to expand the vendor’s channel base. Tech Data officials could not be reached for comment.

“This expanded relationship also opens the door for new relationships with existing Fluke Networks partners that we don’t do business with today and enables us to provide Fluke Networks with a much more targeted growth strategy,” said Ken Bast, Ingram general manager and vice president, Advanced Technologies Division, U.S.

Under terms of the agreement, Ingram will offer its channel partners access to Fluke’s deal registration program, which offers incentives for uncovering new business, and dedicated support, including field sales reps and product specialists, Ingram said.

“The increased demand for network intensive technologies, such as unified communications, virtualization and data center consolidation, has created a sizable opportunity for resellers to use and sell Fluke Networks’ tools and certification products,” said Bast.

“As Fluke Networks’ preferred U.S. master distribution partner, we are able to offer more resources and support services, including field sales representatives and dedicated Fluke Networks specialists,” he said.

Gary Staley, Fluke vice president, sales, Americas, said that Ingram’s Advanced Technologies Division played a significant role in the vendor’s decision to expand the relationship.

“Enhancing our relationship with Ingram Micro will position us to capitalize on the demand for the ‘must have’ network test and cable certification hand-held tools that we’ve become known for,” said Staley.

“Ingram Micro and its new Advanced Technologies Division have the infrastructure and market intelligence we need to continue our success as a leader in network performance,” he said.

Fluke said that it will assist Ingram with pre-sales support, licensing and provide a dedicated expert on site to help with reseller development and enablement programs.

Fluke operates as a separate business unit of Fluke Corp. In addition to its Everett, WA headquarters, the company operates facilities in Colorado Springs, CO; Austin, TX; Sunnyvale and Fremont, CA; Duluth, GA; Bridgewater, NJ; Beijing and Shanghai China. It also maintains Technical Assistance Centers in Everett, WA; Eindhoven, NL; Tokyo, Japan and Beijing, China.

TAGS: network,distribution,Tech Data,Ingram Micro,Fluke Networks

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