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Cabletron recommits to the channel

Cabletron recommits to the channel

It's been a rough road for Cabletron Systems worldwide in recent months, but the vendor's Australian operation knows where the future lies and is developing its channel structure to prove it.

The company told ARN last week it has appointed 15 Cabletron Systems business partners following a six-month accreditation process and increased its own channel support team.

Cabletron now has five new account managers in New South Wales, Queensland and Victoria all working under Simon Ratcliffe who was recently appointed sales director.

Ian Fewtrell, Cabletron's managing director, maintained his upbeat outlook on the role of the channel after implementing the program just 18 months ago.

He reports that up to 90 per cent of business is passed directly through the Australian channel, which exceeds the global average of 60 per cent.

In addition, Fewtrell reiterated his commitment to rewarding loyal resellers who only pitch Cabletron when passed a qualified sales lead.

"Our expectations for the channel are that they will show loyalty and conduct training, and for that they will be richly rewarded," he said.

But Cabletron Australia is something of a lone horse on the world stage.

Cabletron chief executive officer Piyush Patel recently reported the local operations achieved $US32 million in revenues last financial year, up from $19 million the previous year and representing 192 per cent growth.

However, Cabletron worldwide is currently undergoing something of a shakeup as it tries to recover from a spate of quarter-by-quarter losses, the most recent being a first-quarter loss in June of $22.5 million or 13 cents per share.

Meanwhile, the company is seeking to gain new ground in the enterprise network management space and is planning to announce the new name and operating structure of its Spectrum business unit this week.


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