Networking vendor Cabletron has made Avnet/Hall-Mark its sole distributor in a bid to further strengthen its channel commitment.
"This partnership extends Cabletron's channel strategy with 90 per cent of our business now moving through the channel," said Ian Fewtrell, managing director of Cabletron Systems in Australia and New Zealand.
"We are committed to the move to Avnet/Hall-Mark. Placing all our networking hardware products under a single distributor will improve the quality of service to the channel while maintaining focus.
"By having access to Avnet/Hall-Mark's high value-add support in the areas of logistics, sales, marketing, finance and technical support, our VARs will have the ability to provide high-quality service to customers with flexibility to deliver a broader range of high-end networking solutions, often within 24 hours," Fewtrell said.
Avnet/Hall-Mark focuses on integrators and value-added resellers, said Ian Ramsay, country manager for Australia and New Zealand.
"By leveraging Avnet/Hall-Mark's unique logistics, sales, marketing, finance, technical (LSMFT) value proposition, each of our Cabletron VARs should double their business year on year with Avnet/Hall-Mark by letting them offload profit-sapping tasks."
Not just volume
"We are in 'value-added' technical distribution, not just unit volume," said Ramsay. "Avnet/Hall-Mark has brought to Australia a proven operating model that is unique and complementary to the existing time-and-place-oriented commercial distributors.
"We believe it will work well for the Cabletron VARs that opt to become Avnet/Hall-Mark VARs and look forward to helping them build business for themselves and Cabletron in the future."