Xylan in distributor quandary

Xylan in distributor quandary

With new managing director David Keane on the block and former country manager David Ramsay moving into channel sales, networking vendor Xylan last week launched a revamped channel strategy which it hopes will keep it in touch with rivals Cisco and Bay Networks.

According to Ramsay the new distributor, which will be revealed at the end of the month, will dramatically improve the vendor's supply and delivery times to customers - two areas where Cisco and Bay have stolen a march.

Currently only 10 per cent of Xylan's sales are via the channel, compared to the planned 60 per cent Ramsay hopes to achieve under Xylan's new distribution model.

But industry pundits are hedging their bets as to which distribution model Xylan will opt for -- the box-moving approach adopted by the likes of Tech Pacific and Express Data, or the value-added approach used by Sealcorp, for example.

Of course, Xylan's incumbent distributor Olicom will no doubt continue its association with the vendor, however many believe Xylan's future rests on its ability to attract a large, value-added distribution partner.

"Xylan is committed to Australia and New Zealand sales support, technical support and maintenance support so we're here in a really committed level.

"Once the distributor is appointed, our supply and delivery times should drop dramatically," said Ramsay.

Xylan's push for local market exposure also comes hot on the heels of a dismal Asian performance where the vendor has projected downturn in revenue.

"Asia's not going to do as well as expected, so we're investigating in other markets," Ramsay said.

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