In a bid to extend its reach in the internetwork- ing market, Cisco has signed Express Data as a distributor of its product line.
Cisco director of operations Steve Hill told ARN the appointment of Express Data coincides with Cisco's goal of servicing small- and medium-sized businesses. "It's also going to provide resellers with more choice in getting a hold of Cisco products," he said. Express Data joins Tech Pacific and LAN Systems in the ranks of Cisco distributors.
Although Express Data has moved away from the value-added distribution model it pursued as Com Tech - as has Clear, now Vantage Point - Hill rejects the notion that value-added distributors are an endangered species. "Although I think that a lot of organisations don't need value-add in the way they once did - primarily because of better investment in training - I think there's always going to be a role for true value-added distributors. That's not going to change."
Cisco's appointment of Express Data means Cisco and arch rival Bay Networks are distributed by the same company. How does this sit with Hill? "I think it means the two product lines are in there competing with one another. That's just the way it is," he said.