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Cabletron stirred but not shaken, MD claims

Cabletron stirred but not shaken, MD claims

Cabletron Australia was hit by mass departures last week following the resignation of managing director Steve Dixon, who took with him the five key personnel behind the company's local Spectrum operation.

The six will form a new start-up enterprise management services company called Full Spectrum, which will, not surprisingly, initially concentrate on Spectrum implementations and administration.

While the news of Dixon's resignation and the fact that Cabletron's Spectrum team had been decimated shocked the industry, Ian Fewtrell, the man who picked up the reins as the company's new managing director, was desperately downplaying the consequences.

"We regard this as proof of concept of our reseller strategy," Fewtrell said.

Cabletron was willing to bet its future in this country on the success of strong channel partners like Full Spectrum, he said emphatically.

Full Spectrum will specialise in delivering enterprise management services, said Dixon, who takes on the title of managing director at the new company.

There was a dire need for such a company, Dixon claimed, because there were no users, resellers or integrators in Australia with the specialised knowledge needed to properly implement complex enterprise management solutions.

Dixon was bullish about his plans to grow Full Spectrum to over 30 employees and generate between $5 and $7 million in revenue within a year. He hopes to offer Full Spectrum's services to both users and other Spectrum channel partners including outsourcers like EDS.

Fewtrell denied that it was a blow for Cabletron losing almost the entire base of Spectrum expertise in this country.

Fewtrell admitted the historical direct selling approach of Cabletron meant it had been difficult in the past to get resellers to consider the company, but that was changing because Spectrum allowed resellers to differentiate themselves, he said.

Cabletron is only accrediting eight resellers with Spectrum expertise at a cost of $50,000 each. EDS, Anite Australia and Anite New Zealand, Scitec Australia, and Martin Communications have already signed agreements. Full Spectrum is likely to grab one of two remaining slots.


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