Newbridge seeks ACC distributor

Talks are under way to promote subsidiary?s remote access products

Newbridge Networks is hoping to make a dent in the remote access market and is holding discussions to find a suitable distributor for subsidiary ACC.

According to sources, Newbridge Networks is looking to add another distributor to increase market share and take on its nearest rival, Ascend.

The source said: ?In Europe the market is fairly broad and ACC has lots of potential. Its product goes up well against Ascend.?

Steve Brigden, marketing manager at Newbridge Networks, said: ?Nothing is signed at the moment, but something may well happen. We are still in negotiations.?

He added: ?We have to make sure that our existing distributors know all about it first once it is a done deal.?

According to the source, Newbridge Networks? decision to extend its channel strategy, which will add to the existing distributors Unity and Data Connectivity, reflects the company?s reliance on the indirect market (PC Dealer, 17 March).

?Newbridge used to mix and match, relying on direct and then putting ACC into the indirect channel,? he said.

The source added: ?Since the beginning of the year, however, when it went indirect, it has been born again.?

Phil Keddie, sales director at Newbridge Networks, admitted that the company was placing its full focus on the indirect channel and was constantly reviewing its strategy.

He claimed that distributors were part of Newbridge Networks? ongoing review of the channel discussions.

While Keddie refused to say which company was likely to be signed up, he admitted that Newbridge Networks has held talks with Ilion among others.