AddOn Networks
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for particular products, they can go to the configuration tool and select from pull down menus the exact product that they need,” says Sam “There are also options on our website to request support and evaluation units. For example, we follow a very simple SKU coding methodology where we tend to use the NEM SKU and add “AO” to the end of the SKU. If the customer knows the NEM SKU that they're looking for, they can easily find the AddOn equivalent. “AddOn also has a Fast Track programme, which provide a pre- discounted set of about 200 volume SKUs in the EMEA region, which means partners can order without needing to contact us for discount support. The SKUs involved vary every quarter, with some seasonal branding included. This programme is very popular, particularly with our resellers and disties who know that they have an aggressive price point for those high-volume SKUs.” AddOn also has a partner programme, called AddOn Advantage. “This provides resellers and partners with a range of benefits, including account management, access to sales enablement training and collateral,” says Sam. “We're also happy to provide ad hoc training to customers. It provides the mechanism to get pricing and discount support, as well as some funded joint marketing and lead generation activities. “We offer sales rewards as well as rebates through to our partners, depending on which tier of the programme that they're on, be it silver, gold or platinum. Obviously, the more commitment to AddOn there is, the higher the partner goes in the tier and the more the benefits they get.” With the need for cabling and transceivers only set to grow in the coming years, AddOn’s established products and support for resellers means that there will be plenty of opportunities to be taken by partners in this sector. n
Quality testing For AddOn, it isn’t just about providing cables, it is about ensuring the quality of them before they reach the customer. “There are four common issues that we see with transceivers and cabling: compatibility, quality, availability and cleanliness,” says Sam. “We test every transceiver in our UK lab in the host platform that the customer is using. We always ask customers what platforms they are implementing so we can ensure that we test in the same platform. As a result, we are very confident when we ship a product that it's going to work first time in the customer's application. Sam adds that all cables and optics are cleaned to a very high standard before leaving the company to guarantee optimum
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If partners or customers are looking for particular
products, they can go to the configuration tool and select from pull down menus
the exact the product that they need.
performance. “We also offer lifetime warranty to our customers," he adds.
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Reseller help Quality assurance isn’t all that AddOn does to help resellers. For instance, there is AddOnNetworks.com. “This is available for partners and customers so they can find products and solutions,” explains Sam. “There's a 'Where to Buy' page on the website that lists all our distributors and resellers by country.” The site also includes a configuration tool. “If partners or customers are looking
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