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Cabletron adds to channel

Cabletron adds to channel

True to its desire to rapidly increase the number of resellers signed to its Synergy Plus program, Cabletron has announced the signing of two new partners. Computer Supply and Maintenance in Darwin and Senteq Information Systems in Melbourne will service Cabletron users in their own respective geographies.

Newly appointed national channel manager Michael Ritterman says the new signings are representative of his companies desire to push 100 per cent of sales through the channel within 18 months, a target nearly already achieved in Europe since its inception in February. "We need to look at our marketplace, which is a little bit different, but fundamentally there's no question that we're clearly down the channel path."

Ritterman believes Cabletron has a good opportunity given the recent instability in the channels of some of its competitors. "I do believe that in the Australian marketplace, with the recent changes over the last couple of months, there is a gap that needs to be filled, and that's a business issue that has a window of opportunity."

Of the successful transition to the European market of indirect sales, European business development director Jean-Claude Tagger says the strategy is working. "The main point is to prove our commitment by our actions, and really we have made the actions. The strategy of Cabletron outside the US is indirect, and it's working."

Ritterman says a gap for Cabletron in the Australian marketplace opened up following the decision of a number of organisations to go direct to end users. "We're now starting to see that some integrators are really interested in talking to us - the larger Australian players as well as the new networking guys in the multinational arena who are starting to move into networking. Obviously, there's a choice as to the four leading networking vendors in the world. But we are a very good option, and we're not going to have 40 or 50 or 100 people selling our product. There will be 10 to 15 maximum Synergy Plus partners," he said.


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