Network General redirects policy

Network General UK has overturned its direct-only sales policy after signing Anixter one week after it canned sole distributor Phoenix Datacom.

Last week, Network General said it wanted to sell all its product direct as part of a worldwide strategy to increase sales (PC Dealer, 9 April).

But Trevor Nichols, UK manager at Network General, said the company now wanted to drive 50 per cent of products through the UK channel and was still seeking systems integrators for niche areas.

At the same time the firm completed its $20 million cash acquisition of US company 3DV, a manufacturer of software-based tools that detect faults in Cisco routers, Bay and Cabletron hubs and Lan switches.