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08 Aug 2008
Elements of Aruba Networks’ channel have found themselves in hot water after clashing with the wireless LAN vendor’s new OEM partner, Bradford Networks.
Bradford last year agreed to allow Aruba to sell an OEMed version of its NAC Director product through its UK channel. The decision was controversial as reseller Khipu had been granted exclusive access to the vendor’s Campus Manager product, which Bradford admitted was the same as NAC Director (CRN, 26 November).
Bradford is thought to be unhappy with how Aruba’s channel has taken the product to market. CRN understands distributor React Technologies has been threatened with legal action over use of a Bradford logo and a case study of an installation.
Further reading
One industry source said Aruba’s UK channel had washed its hands of the contentious products. “Bradford has shot themselves in the foot. The best route to market is the Aruba channel and it is not selling its product,” said the source.
Jerry Skurla, Bradford’s marketing vice president, expects a peaceful resolution. “Like any OEM arrangement each manufacturer is protective of its brand. There is an isolated situation of a reseller not playing by the rules and Aruba is supportive.”
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