Cabletron ties up with Data Connectivity

Cabletron Systems has named Data Connectivity as its fourth UK distributor, helping the Datrontech subsidiary plug the gap after losing the Xylan franchise earlier this year.

The deal initially covers Cabletron's SmartSwitch Router and SmartSwitch ranges. But Grahame Smee, managing director of Data Connectivity, said the relationship will be extended as the networking distributor builds up expertise in Cabletron's product range.

Smee said the Cabletron franchise is expected to compensate for Data Connectivity's loss of the Xylan agreement in March.

'Data Connectivity was Xylan's first distributor in the UK, but it eventually came to a point where both parties were pretty frustrated with the relationship.

'We didn't feel we were getting the support we needed and Xylan decided it wanted to pursue a single distributor strategy, so we mutually decided to part company. It all happened around the time Alcatel acquired Xylan,' Smee added.

He claimed Xylan's failure to communicate its channel strategy post-acquisition was another reason why Data Connectivity opted out of the relationship.

Smee said: 'The frustration we felt was replicated throughout the channel - resellers have reached the same point as us and are moving to other vendors.'

Meanwhile, Cabletron has spun off the business division responsible for the Spectrum network management software to enable it to work more closely with rival hardware vendors.

The announcement was made in conjunction with the release of Cabletron's financial results for the first quarter ended 31 May, which showed a pre-tax profit of $7.3 million and revenue of $349.5 million.

Michael Shubisz has been appointed as executive vice president of software, heading the unit.