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23 Nov 2007
Education specialist
Khipu
has held an exclusive UK agreement for
Bradford’s
Campus Manager software since 2004, a product Bradford admits is the same as the
NAC Director product Aruba began selling in August.
This means all of Aruba’s UK resellers now have access to the software,
effectively making the exclusive deal redundant.
One channel source, who wished to remain anonymous, said: “Bradford has
strategically broken the agreement to improve its UK sales. It wants to move
into the enterprise market and has realised the deal with Khipu is holding it
back.
“Khipu has achieved good sales volumes in education, but it is not in a position
to give Bradford the sales volumes it wants.”
However, Tim Evans, director of international sales at Bradford Networks, said:
“We are very happy with Khipu and remain extremely close. The products are the
same but we have not back-tracked on the agreement. Khipu still has exclusive
rights to sell Campus Manager.”
Andrew Brimson, managing director of Khipu, added: “We have a good relationship
with Bradford and are happy with the situation surrounding the agreement we
have.”
Roger Hockaday, EMEA director of marketing at
Aruba,
said: “This move has opened up the market. It is an excellent product and there
is big demand for it.”
Is
NAC a solution looking for a problem?
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