Siemens Communications and 3Com have announced an agreement whereby the German telecoms equipment vendor will resell, both directly and through its channel, 3Com’s networking and intrusion prevention (IPS) security products in the US.
The deal extends the two groups’ relationship, under which the Business Services division of Munich-based conglomerate provides lifecycle maintenance services to 3Com customers, but it is of far greater significance, in that Siemens now becomes a route to market for 3Com, at least in the States. It can have international implications if a US Siemens customer has offices elsewhere in other parts of the world.
The announcement covers edge-to-core switches and router, plus the TippingPoint IPS technology, from Marlborough, Massachusetts-based 3Com, to be sold in conjunction with Siemens’ ID and access management offerings. 3Com will also certify interoperability of Siemens’ HiPath Wireless LAN and network management platform.
The thrust of the deal is that, as the two companies put it, building upon this relationship, Siemens and its partners will provide a suite of lifecycle, professional and managed services to new Siemens enterprise customers who purchase a combination of Siemens and 3Com products for integrated enterprise solutions.
The combination of the two companies’ technologies gives them a breadth that perhaps only Cisco and, once it announces its router strategy, Nortel, can offer. What remains to be seen is whether it can 1) chalk up significant sales in the US and 2) be extended to other geographies.