After spending the better half of three years partnering with network resellers to sell its story to end users, networking vendor Madge Networks has appointed Tech Pacific to distribute its range of token ring network cards, hubs and switches.
The decision to bring Tech Pac on board comes at a crucial time for Madge, as it sets its sights on stepping up the competition with token ring kingpin IBM. The vendor conceded that it "couldn't be all things to all people".
In choosing Tech Pac, Madge has secured a distributor, which already has networking clients including 3Com on its books.
According to Ian Lisle, Madge Networks' Asia-Pacific marketing manager, Tech Pac secured Madge's signature on the basis that it could provide a dedicated account manager for its products and could commit the vast resources of its Web site to Madge customers and resellers.
Lisle also took a parting shot at Tech Pac's arch rival Express Data, which Madge also considered as a distribution partner. He suggested it made little sense for a vendor such as Madge, which is seeking to boost its exposure in the networking market, to side with Express Data, which already has a distribution agreement with Bay Networks among others.
"Tech Pac convinced us that they were dedicated to assisting our band of resellers, which is something the likes of Express Data could not," Lisle said.