Acacia Networks signs European sales force to drive $5 million in business for 1997.LOWELL, Mass.--(BUSINESS WIRE)--March 18, 1997-- Pact with INS INS abbr. 1. Immigration and Naturalization Service 2. International News Service Noun 1. INS Group creates a European Acacia team for sales and support of third-generation Fast, Adaptive(TM) switching Acacia Networks and the consulting group that helped establish Cisco, SynOptics See Bay Networks. and Wellfleet in the European market are creating a new sales operation to bring Acacia's third-generation NovaSwitches to customers from England to Africa. The INS Group of Surrey, U.K., has established sales and technical support operations to sell Acacia's NovaSwitch family in the EMEA (Europe, Middle East, Africa) Refers to that region of the world. For example, one might see products packaged differently for the UK, EMEA and Asia Pacific markets. (Europe, Middle East and Africa) market under a sales representative agreement announced today. Acacia projects this relationship will yield more than $5 million in sales during the remainder of 1997, with an opportunity for $15 million in the following year. This agreement is a significant show of faith in Acacia by INS, which will leverage its years of success in recruiting personnel and developing European sales channels and operations for leading American networking companies to resell and service Acacia switches. Acacia will provide the switches and technical knowledge, while INS will manage all sales relationships with customers and systems integrators. INS has hired sales and support personnel and is adding support and telemarketing infrastructure for Acacia at its Surrey headquarters to service the anticipated demand for Acacia products. The new INS-Acacia partnership quickly paid off for both companies when INS signed major contracts for Acacia switches in the Benelux and Swiss markets within 48 hours of completing their agreement. "After careful analysis and examination of the high performance switching marketplace, it became clear that the combined performance and investment protection offered by the unique Acacia architecture clearly positioned it ahead of the competition," said Dean Hickman-Smith, sales director at INS. "The initial feedback INS has received from its base of premium European distribution and integration partners supports this with a very high forecasted demand for Acacia products." INS has exclusive sales rights to Acacia products in the European market. Acacia plans to complement the INS relationship by signing original equipment manufacturer (OEM (Original Equipment Manufacturer) The rebranding of equipment and selling it. The term initially referred to the company that made the products (the "original" manufacturer), but eventually became widely used to refer to the organization that buys the products and ) agreements with three select European companies It may never be fully completed or, depending on its its nature, it may be that it can never be completed. However, new and revised entries in the list are always welcome. This is a list of companies from the countries in the European Union. . "A company with a record of success like INS' only expands into new lines of business after carefully considering products and services and concluding that they are winners. We certainly welcome that conclusion," said Acacia Vice President of Sales Gary Scrupps. "We feel this relationship will enhance INS' reputation for excellent technical expertise and open up significant new markets to Acacia's Fast, Adaptive switching technology." The INS agreement is the latest in a series of partnerships Acacia has developed to establish itself in every major market worldwide. The third-generation switching pioneer signed an agreement in December to be the exclusive switch provider to the former Cisco/Grand Junction North American North American named after North America. North American blastomycosis see North American blastomycosis. North American cattle tick see boophilusannulatus. sales channel. Earlier in March, Acacia announced a master reseller agreement with the $46 billion Nichimen Corporation to sell Acacia NovaSwitches and provide technical support in the Japanese market. About INS Group Founded in 1989, the INS Group is the foremost communications technology Noun 1. communications technology - the activity of designing and constructing and maintaining communication systems engineering, technology - the practical application of science to commerce or industry consulting operation in the European, Middle Eastern and African markets. The group provides management consulting Noun 1. management consulting - a service industry that provides advice to those in charge of running a business service industry - an industry that provides services rather than tangible objects services, human resources The fancy word for "people." The human resources department within an organization, years ago known as the "personnel department," manages the administrative aspects of the employees. planning, strategic counsel, and the latest research on technology markets and trends to establish high technology companies in new markets. The INS Group is based in Surrey, U.K., and employs 50 professionals in offices throughout Europe. INS has established a dedicated telephone line for Acacia inquiries at +44-1483-454922. About Acacia Networks Acacia Networks was founded in January 1995 to apply a powerful new generation of programmable silicon, transplanted from high-volume commercial and consumer applications, to the LAN switching market. Acacia's NovaSwitches offer breakthrough price/performance to networking customers, and a graceful evolution path to emerging Gigabit-speed networking. The privately held company privately held company A firm whose shares are held within a relatively small circle of owners and are not traded publicly. is headquartered in Lowell, Mass., and has more than 50 engineers and scientists developing high-speed LAN (Local Area Network) A communications network that serves users within a confined geographical area. The "clients" are the user's workstations typically running Windows, although Mac and Linux clients are also used. products and technology. For more information see Acacia's Web site at www.acacianet.com . -0- Acacia Networks, NovaSwitch, NovaLink, GigaPlane, GigaLink, Stackplane, NovaView, NovaWeb, mini-NOC, SNaP ASIC (Application Specific Integrated Circuit) Pronounced "a-sick." A chip that is custom designed for a specific application rather than a general-purpose chip such as a microprocessor. , Fast, Adaptive Switching and Megabits to Gigabits are trademarks of Acacia Networks Inc. Other products and company names are trademarks of their respective holders. CONTACT: Acacia Networks Alan Raderman 508/275-0606 araderman@acacianet.com or Beaupre & Co. Public Relations public relations, activities and policies used to create public interest in a person, idea, product, institution, or business establishment. By its nature, public relations is devoted to serving particular interests by presenting them to the public in the most Glen Zimmerman 603/436-6690 gzimmer@beaupre.com |
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