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Xylan ready to mix it with the big boys

Xylan ready to mix it with the big boys

Xylan was keen to talk up the success of its channel model in Australia during last week's signing of its Fixed Term Agreement (FTA) with the Australian Government.

As part of the FTA, Xylan also announced plans to establish a Technical Assistance Centre in Sydney, which will provide maintenance and support services to its Asia-Pacific customers.

With the FTA agreement under its belt, offices established in Melbourne, Brisbane and Canberra and its distribution agreement with LAN Systems paying dividends, Xylan claims it is now in a position to really attack the likes of Cisco and Bay.

"You have to have all the boxes ticked," said Xylan's co-founder and executive vice president of corporate marketing, Douglas Hill. "We can now tick all those boxes."

David Keane, Xylan's Australian managing director, boasted that "almost" 100 per cent of its busi-ness now went through its two-tier distribution model.

Keane said resellers were attracted to Xylan because its "network services" strategy allowed them to add value with directory-enabled networking and policy-based management.

"We allow intelligent resellers to sell intelligent switches which provide intelligent services," Keane said. "This really gives resellers a way of making more money."

Keane said the fact that Cisco, Bay and 3Com were beginning to talk up their own strategies for policy-based management and directory-enabled networking was to the benefit of Xylan, who can deliver that functionality today.

Hill on his competitors

Xylan's co-founder Douglas Hill wasn't afraid to pass comment on his competitors.

Fore Systems: "They haven't had a lot of success in the enterprise space, so they've had to take their ATM strategy to the service providers."

Gigabit switching vendors: "The turnover of every single one of those gigabit switching vendors wouldn't equal ours."

3Com: "If all you wanted to do was move data cheaply, you'd just buy 3Com."

Bay: "Is Bay really any different or stronger today than before they were acquired by Nortel. I don't think so."

Cisco: "Cisco are the IBM of the ‘90s. If you want to deal with someone who can provide anything you can imagine, you deal with Cisco. But by and large users gain very little from this strategy. What is the advantage of getting dial-up equipment from the same supplier as your campus switch vendor?"

"Cisco don't believe it either. When was the last time you bought a NIC card from Cisco. They have to put a brave face on the fact that they're forced to buy into new markets to grow their revenue and earnings to meet stock market expectations."


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