CrossComm unveils new VAR program; Attracts resellers with ClearPath migration strategy; Nationwide rollout emphasizes strong new product line and increased importance of channel partners.MARLBOROUGH, Mass.--(BUSINESS WIRE)--Aug. 15, 1995--CrossComm Corp. today publicly unveiled its new VAR program, as part of its aggressive marketing plan to evolve into a major player in the rapidly-growing market for next-generation LAN switching
LAN switching is a form of packet switching used in local area networks. Switching technologies are crucial to network design, or to that minority of LANs that are used outside the home. and ATM-based networks. The new reseller An organization that sells hardware and software to the general public. Resellers purchase products from software publishers and hardware manufacturers. program is a significant component of an overall corporate initiative which includes an impressive number of new product introductions scheduled throughout this year, a restructuring restructuring - The transformation from one representation form to another at the same relative abstraction level, while preserving the subject system's external behaviour (functionality and semantics). of the salesforce to facilitate channel sales, and an aggressive new media campaign. The new program caps CrossComm's nearly two-year, $25 million research and development effort to transform its product line from solutions for hub-and-router-based networks to an integrated system capable of transitioning networks to next generation LAN switching and ATM based networks. CrossComm's ClearPath strategy allows customers to integrate various network functions in one platform, managed by one user-friendly piece of software. It is a standards-based, highly modular and scalable system that reduces both the complexity and cost of building high-speed networks. The product suite includes LAN switching, routing, ATM switching and remote office networking components. All hardware modules are managed by CrossComm's Internetworking Management System (IMS (1) See IP Multimedia Subsystem. (2) (Information Management System) An early IBM hierarchical DBMS for IBM mainframes. IMS was widely implemented throughout the 1970s under MVS and continues to be used under z/OS. ), the fundamental "glue" that ties the various networking functionalities together. Capitalizing on Upheaval Caused by Mergers and Acquisitions Part of CrossComm's strategy is to capitalize on Cap´i`tal`ize on` v. t. 1. To turn (an opportunity) to one's advantage; to take advantage of (a situation); to profit from; as, to capitalize on an opponent's mistakes s>. the upheaval in the VAR channel caused by the recent trend of mergers and acquisitions in the networking industry. "We as a company have clearly set our priorities on the VAR program," said Senior Director of Channel Sales, Bradford R. Winkler Winkler may refer to:
v. 1. To consume and incorporate nutrients into the body after digestion. 2. To transform food into living tissue by the process of anabolism. a number of different channels and reseller programs. These vendors' energies are diverted di·vert v. di·vert·ed, di·vert·ing, di·verts v.tr. 1. To turn aside from a course or direction: Traffic was diverted around the scene of the accident. 2. as they become focused on other things -- while their VARs suffer as a consequence." ClearPath Ideal for Reseller Channel ClearPath is one of the major attractions of the new program to the VAR community, according to according to prep. 1. As stated or indicated by; on the authority of: according to historians. 2. In keeping with: according to instructions. 3. CrossComm president Tad (Telephone Answering Device) An answering machine. Witkowicz. "VARs would have to have at least six different vendors to supply the things CrossComm can provide now, in a single integrated platform. If you have products from a number of vendors, you start to have all the headaches -- each vendor has different levels of service and support, training programs, contract requirements, inventory issues, spare parts Spare parts, also referred to as Service Parts is a term used to indicate extra parts available and in proximity to the mechanical item, such as a automobile, boat, engine, for which they might be used. Spare parts are also called “spares. programs, discount plans, ect. All magnified by the number of vendors. With CrossComm, that is not an issue -- plus as a VAR you have the opportunity to give your customers the best in new technology to solve their networking problems today and give them a clear migration path for the future." New CrossComm reseller, Data Voice Networks of Springfield, Pa. agrees, "CrossComm provides us with the technology to connect our clients in a cost-effective manner as they migrate from traditional LANs to high bandwidth systems with switching and ATM, as these technologies are needed," said Data Voice Network's president William F. Wechsler. "We feel that CrossComm offered us and our client base feature-rich, standards-based solutions that can be configured con·fig·ure tr.v. con·fig·ured, con·fig·ur·ing, con·fig·ures To design, arrange, set up, or shape with a view to specific applications or uses: in a modular fashion to provide superior performance while still being cost effective." Jeff Glattstein, president of Atlanta-based systems integrator An individual or organization that builds systems from a variety of diverse components. With increasing complexity of technology, more customers want complete solutions to information problems, requiring hardware, software and networking expertise in a multivendor environment. Virtual Resources concurs. "CrossComm's ClearPath strategy offers a competitive advantage by providing high performance switching, high performance routing (networking) High Performance Routing - (HPR) Routing designed to work in conjunction with APPN Intermediate Session Routing (ISR) network nodes. HPR nodes perform many of the same functions as ISR nodes. and ATM Edge Routing capabilities in one product family," he said. "These features, combined with the IMS management platform and CrossComm's commitment to their channel partner program, indicates a superior technological and marketing strategy which will prove to be a very successful combination for our company. CrossComm is clearly on the right path, and has created an excellent program for their partners." Virtual Resources, with offices and affiliates throughout the United States United States, officially United States of America, republic (2005 est. pop. 295,734,000), 3,539,227 sq mi (9,166,598 sq km), North America. The United States is the world's third largest country in population and the fourth largest country in area. , is one of several resellers who have signed with CrossComm as a result of the new program. More Programs Mean More Opportunities for VARs According to Winkler, the new VAR program has several other components resellers will find very attractive. "First is the VAR's ability to make money with CrossComm. For VARs, we are both a tactical sell, in that any of our products are good price/ performance solutions, and a strategic sell, in that with CrossComm you can migrate into the ATM environment. And, the fact that our competitors are currently over-distributed in the marketplace gives VARs a very competitive edge using CrossComm products and services in their proposals. With other vendors, they could only pitch the same products everyone else was carrying, and that didn't give anyone room to make money. Our program also offers attractive discounts, cooperative advertising funds, an innovative Training and Quick Start Program -- everything the VAR needs to do the maximum amount of business with the highest rate of return." "CrossComm's industry leading switching, routing and ATM technologies got us excited about their products," said Jerry Gunther, co-president of another new CrossComm reseller, DataConnect of Hayward, Calif. "Their attractive new VAR program made it easy to say `yes' to signing up." Support options are another major component of the VAR program. ExpertAssist offers second-level phone, diagnostic and engineering support to supplement the reseller's own service team, while ExpertCare+ is designed to directly support the reseller's end-users from CrossComm's Technical Resources Center. Using IMS, CrossComm is able to simulate simulate - simulation the customer's environment from a remote location, and help diagnose diagnose /di·ag·nose/ (di´ag-nos) to identify or recognize a disease. di·ag·nose v. 1. To distinguish or identify a disease by diagnosis. 2. problems more quickly. Focusing on the Reseller Channel "We've restructured our salesforce, and the way they are compensated, to promote working with our channel partners, where many others' programs either have serious channel conflicts, or basically leave the VARs to their own devices," continued CrossComm's Winkler. "Our territory sales reps own everything in their patch, including responsibility for the VARs," he said. "This ensures they are attentive at·ten·tive adj. 1. Giving care or attention; watchful: attentive to detail. 2. Marked by or offering devoted and assiduous attention to the pleasure or comfort of others. to the VARs' needs." Regional Channel Managers are responsible for developing the channel business in their respective regions. Additional corporate-based sales support staff include Channel Administrators and Sales Coordinators. The new emphasis on the channel is seen as strengthening the relationships with existing CrossComm resellers. "MAXNET is excited about further developing our strategic relationship with CrossComm through their new program," said MAXNET Communications Systems In telecommunication, a communications system is a collection of individual communications networks, transmission systems, relay stations, tributary stations, and data terminal equipment (DTE) usually capable of interconnection and interoperation to form an integrated whole. president Alan Blaustein. "Our customers have demanded that we partner with CrossComm to support and maintain their products in the past, and this new program will help enable us to continue working closely together in the future." About CrossComm Marlborough, Mass.-based CrossComm Corp. is a leading worldwide provider of advanced network devices, network management solutions and customer centered service programs that enhance the information goals and business purposes of corporations globally. CrossComm designs, develops, manufactures and sells high-performance networking solutions that assist organizations in making the transition from today's hub and router-based networks to next generation LAN switching and ATM based networks, where high-bandwidth applications are being implemented. CrossComm's worldwide headquarters are located at 450 Donald Lynch Blvd., Marlborough, Mass., 01752. CrossComm can be reached by telephone at (800) 388-1200 or by fax at (508) 229-5535. -0- All CrossComm products names herein are trademarked by CrossComm Corp. All other product names are trademarked by their respective companies. CONTACT: CrossComm Corp. Paula Junker, 508/229-5319 or Media Boston International Cynthia Mollus or Michele Nadeem, 617/266-5969 |
|
||||||||||||||
Printer friendly
Cite/link
Email
Feedback
Reader Opinion