Newbridge Networks commits to total indirect sales structure

Newbridge Networks has reaffirmed its commitment to the channel, claiming that all of its sales will be made indirectly, as the company aims to increase its market share.

Previously, the vendor sold 85 per cent of its networking products directly to corpo- rates and to small to medium-sized enterprises.

Following its recent acquisition of UB Networks, the company aims to become a dominant provider of networking products to corporates.

Working with its four distributors ? Data Connectivity, Crane, Logitek and the most recently recruited, Unity ? Newbridge is planning to accredit about 15 Vars as well as four systems integrators.

The direct sales team will be remaining in place to target prospective channel partners for the company.

Speaking about the UB-Newbridge merger, director of sales channels, Phil Keddie said: ?There?s synergy between what UB has done with its channel model and what we?re doing with ours. It has gone through a similar change.

The challenge is not only to perform the integration in a timely fashion but also to communicate what we are doing to the channel partners,? said Keddie.

He claimed that UB?s relationships with its distributors or resellers would not change.