Newbridge Networks' decision to appoint Norwood Adams as a partner has cast a shadow over the vendor's relationship with affiliate company ACC, because of the latter's reluctance to give the distributor access to its products.
According to Phil Keddie, Newbridge Networks channel sales director for UK and Ireland, the former UB Networks distributor will continue to sell the vendor's Vivid range of products which it has been shipping since January on a trial basis.
However, under the agreement, Norwood Adams will have access to ACC's Amazon and Colorado ranges, which have been rebadged under the Vivid name.
But the fear was that the distributor would gain access to other ACC products.
An industry source said ACC thought Norwood Adams did not fit in with its channel strategy. 'Newbridge could be doing what it liked. ACC's perception is that Newbridge has brought Norwood Adams in through the back door,' he said. 'Newbridge and ACC had disagreed over whether Norwood Adams should distribute ACC's products, but the question is whether it has control over their commercial terms.'
Tony King, UK sales director at ACC, confirmed there had been a series of discussions over the appointment of Norwood Adams, stating the present arrangement was 'a compromise'.
Keddie denied Newbridge had allowed Norwood Adams access to the ACC product range without an agreement.
Neil Ledger, managing director at Data Connectivity, said: 'Steve Brigden (formerly marketing manager at Newbridge Networks) had said eight months ago there would not be another distributor appointed within the next 12 months.'
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