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Xylan renews market share attack

Xylan renews market share attack

Xylan this week renewed its aggressive strategy to progressively acquire its competitors' market shares while pushing towards its goal to become a $1 billion company by the year 2001.

According to Michael Ang, Xylan's Asia Pacific vice president, the vendor is combining a strong, channel-focused strategy with competitive pricing and technology offerings to succeed in the otherwise economically difficult Asia Pacific markets.

"We believe we are well positioned to take away customers from Bay, Fore, Cisco and 3Com," Ang said. "We're not doing it by acquiring different technology or other vendors, it's the same technology [we are using] and we are stretching it."

Speaking at Xylan's second Asia Pacific Partners Meeting here, Ang said networking vendor brand names are less of a purchasing criteria as a result of the Asian crisis, presenting the vendor with new opportunities to promote its own feature sets.

Rene Arvin, Xylan's vice president of worldwide sales, told delegates the vendor is working to improve its partnerships with key original equipment makers and resellers.

Arvin estimated Xylan would ultimately work with no more than 20 channel partners around the world.

"We will not over-distribute our product," he said.


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