New 3Com Canada chief plans enterprise push

The new head of 3Com Canada says he will build upon the company’s strategy of expanding into large enterprise markets with new partnerships.

“”We’re going to continue what we’ve been doing well,”” country manager Bruce Comeau said

in an interview Wednesday after his appointment was officially announced.

“”My 30- to 60-day strategy is to get the message out to our key partners and resellers, go out and see customers, move forward on the plan to drive growth through selling and differentiating on our voice and security offerings and maintain and growing market share from our competitors.””

That includes encouraging customers to take advantage of its new VCX IP telephony products. “”We’re going to seek out and engage in partnerships here with key service providers to move that technology into the enterprise marketplace.””

Comeau, 38, a seven-year veteran of the company, replaces Nick Tidd, who was named worldwide director of go-to-market strategies earlier this year.

Dan McLean, director of enterprise network services research at IDC Canada, noted that the appointment comes after 3Com Canada sharply reduced head count here over a year ago. To him the division seemed to become managed from the U.S. head office.

“”With this move they’re trying to carve out a space in Canada as a separate operation,”” he said.

Comeau’s appointment was made Dec. 1 but only publicly announced Wednesday. The move comes as 3Com Corp., whose products recently were aimed at small and medium businesses, begins to push into large enterprise accounts with products and new partnerships.

In November 3Com announced a deal to sell and support security services switches made by Crossbeam Systems of Concord, Mass. to enterprise customers under the 3Com brand name.

Last week it announced a deal with Electronic Data Systems (EDS) to sell 3Com switches, routers and voice over Internet protocol (VoIP) enterprise networking products in its solutions in the U.S. and England.

That will be extended to Canada “”in the next couple of months,”” said Comeau.

3Com Canada will also roll out hardware developed with its manufacturing partner in China, Huawei Technologies Co., he said, which will offer resellers additional margin as well as alternative products.

“”Customers are looking for alternatives,”” he said, and suggested price will be a key differentiator. Cost is “”the theme typically behind our Huawei venture.””

Comment: [email protected]

Would you recommend this article?


Thanks for taking the time to let us know what you think of this article!
We'd love to hear your opinion about this or any other story you read in our publication.

Jim Love, Chief Content Officer, IT World Canada

Featured Download

Howard Solomon
Howard Solomon
Currently a freelance writer. Former editor of and Computing Canada. An IT journalist since 1997, Howard has written for several of ITWC's sister publications, including Before arriving at ITWC he served as a staff reporter at the Calgary Herald and the Brampton (Ont.) Daily Times.

Related Tech News

Get ITBusiness Delivered

Our experienced team of journalists brings you engaging content targeted to IT professionals and line-of-business executives delivered directly to your inbox.