Cabletron is about to embark on a channel recruitment campaign for its enterprise networking business, Enterasys, which was officially launched in New York last week.
Enterasys also introduced its first product, the Matrix E7, a continuation of Cabletron's Smart Switch product line.
Gerry Carroll, director of product marketing for EMEA at Cabletron, admitted that only a handful of networking system integrators lead with its products in the UK.
To attract resellers, Enterasys will recruit 'direct-touch' salespeople in the UK to drive enterprise customers' demand. They will work with the channel to offer value-added services.
One Cabletron reseller said that although some customers are still buying Cabletron because of its performance, the vendor is trying to turn its business around too late. "If you look at the position Cabletron was in a few years ago - in all the top corporates - it could be where Cisco is now were it not for mismanagement," he said.
Mike Watkins, managing director at Landis, said his firm decided to stop distributing Cabletron last month by mutual agreement. "We just weren't doing any business," he said.
Colin Hay, an analyst at GartnerGroup, warned that Enterasys faced a difficult task trying to grow in a static market. Every enterprise already has a network, and customers are reluctant to take risks on new technologies, he said.
Henry Fiallo, Enterasys's president, said rivals such as Cisco and Lucent focus on the service provider market. He also pointed to delays in Nortel's Accelar switch.
Don Roese, Enterasys's chief technology officer, said the next area of opportunity for networking vendors will be security. He said 802.1x, an Internet Engineering Task Force standard for port-based access control, will be introduced to Enterasys products.
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