Cabletron tries to kiss and make up

Networking Vendor vows to rebuild reseller relationships after the company's direct selling tactic falls foul.

Networking supplier Cabletron Systems will concentrate on the channelmpany's direct selling tactic falls foul. and listen to customers to recover its profitability, following its takeover of Digital Equipment's networking business.

Cabletron has experienced problems with its reseller partners because of the company's aggressive direct selling policy, but the vendor has vowed to mend relationships and create new ones with the recruitment of 200 resellers. Recent financial results have disappointed investors and there has been turmoil at executive level in Europe and the US.

Craig Benson, chief executive and co-founder of Cabletron, said the company's Smart Networking initiative would ensure a concentration on providing good products rather than end-to-end systems for customers and the indirect channel.

At Networld+Interop in Las Vegas, Benson said: 'Today's networks just don't cut it when it comes to being a platform for business.' Businesses want multivendor networks so they do not rely on single providers, Benson said, with the emphasis on network management rather than adding bandwidth.

Following Digital's networking strategy, Cabletron has introduced a channel neutral policy to ensure direct sales staff are rewarded for deals fulfilled by Vars.

Reflecting Cabletron's appeal to the investment community and resellers, Allen Finch, Cabletron senior VP of marketing and strategy, announced that the company will form a customer panel of analysts, resellers and customers.

The company also launched an e-commerce Website last month and a channel marketing group to find and distribute leads.