Cabletron locked down its distribution strategy last week, announcing a deal with Avnet/Hall-Mark for the networking product range it bought from Digital before the Compaq merger in February last year.
According to Ian Fewtrell, managing director of Cabletron Australia, the company needed a value-added distributor to support the Digital product line, which Fewtrell claims has been absent since the breakup and acquisition of Digital.
"There remains a strong demand among the Digital user base for the Digital-branded network product range. With the acquisition of Digital by Compaq following our acquisition of the Digital Network Products Group, there has been a need for stronger focus in this product segment with a view to growing the market value," explained Fewtrell.
Already a distributor for Cabletron's network hardware product line, Avnet/Hall-Mark's managing director, Ian Ramsay, attributes the extension of the relationship to the distributor's networking experience.
"This is not our only networking vendor but this venture is one of our best and most cooperative," said Ramsay.
The alliance will begin rolling out the Digital branded stock almost immediately with what the companies claim as "very competitive margins".