Ruckus' partner programme, the Top Dog programme, includes a range of incentives including discounts, training and certifications. Ruckus partners can become certified as wifi systems engineers in three days. "The cost of sales is reduced enormously," says Dasent.

"With a demo, nine times out of ten there is a sale. We have marketing funds available and we are also putting a big focus on events. We're starting to attend events in other verticals too, not just the education market," adds Dasent.

Jefferys says that one of the strengths of Ruckus is the ability that resellers have to bundle up its wifi solutions with other solutions such as security or digital signage, for example. "They can take this on and be very competitive," he says.

Ruckus is growing its ANZ team to a total of six people and has just appointed its first New Zealand-based regional sales manager, Renilda Saguil, who is based in Auckland.