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February 2, 2009
By Khali Henderson
Trapeze Networks Monday announced it has won distribution agreements with Graybar and Anixter Inc., the two largest North American cabling infrastructure distributors, opening up a new go-to-market channel for wireless networking.
The agreements are addendums to contracts held by Belden, a manufacturer of wired and cable products, that acquired Trapeze in summer 2008. Trapeze Networks now operates as a Belden brand.
Trapeze Networks’ new distribution channel complements its existing, traditional VAR channel, said Steve Asche, director of VAR development. While VARs engage with IT decision makers at the time they are considering adding wireless to their networks, the new partners engage when buildings and remodels are being designed, he explained. “Trapeze will be able to reach prospects at different stages in their decision process and we’ll touch more customers in the process,” Asche said.
Company executives expect each channel to have its strengths. In a press statement, they said the large distributors will reach prospects installing wireless networking for data networking and guest access. VARs will reach prospects installing wireless networks for outdoor, surveillance and telephony applications. And vertical VARs will reach prospects interested in messaging, location tracking, fixed mobile convergence and mobility services.
Jim Vogt, president of Trapeze Networks, said in order to make these latest distribution agreements possible, Trapeze has had to make wireless infrastructure as simple to design and configure as wired infrastructure. It does this with its RingMaster and SmartPass software, he said. NonStop Networking, introduced last summer, added the requisite reliability, he added.
Read more about:Agents
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