Xylan refines distribution channel in Thailand

In 1996, Xylan reported a blistering growth rate of 333 per cent, but last year the company could do nothing as it saw its growth dwindle to a mere 64 per cent, forcing it to scale down its operations, company officials said.

"We don't expect to see any 60 million baht ($2 million) projects coming in this year, therefore we are looking at some smaller projects of about five to 20 million baht. We have to scale things down in such situations," said Surasak Rianprakaisang, country manager of Xylan in Thailand.

It has been almost a year since the company established itself in the Thai market and Xylan is still confident in the market's potential, even though it is a little sluggish at the moment. It will continue to push hard on its channel resellers and partners and it is seeking a distributor to exclusively market some of its newer products.

The authorised distributor which will market the new products will be selected from the company's existing resellers. However, Surasak would not disclose the name of the company nor the product, which is expected to be a key network integration product.