February 2, 2009--Trapeze Networks, a Belden brand and provider of enterprise WLAN equipment and management software solutions, has won distribution agreements with the two largest cabling infrastructure distributors in North America, claiming it opens a new way wireless networking will go-to-market.
"Today, when a building is designed, power, data networking and security is simply assumed as part of the infrastructure services," says John Stroup, chief executive officer of Belden. "Graybar for example, one of the largest infrastructure distributors in North America, is telling us that wireless networking is now an important element in that set of services and Graybar is stepping up to give their customers what they want. Belden has a long-standing and successful relationship with Graybar and another leading distributor, and with these new agreements we're working closer with them through a broader set of customer solutions."
Jim Vogt, president of Trapeze Networks, adds, "From its inception, Trapeze Networks always approached wireless networking as infrastructure. First, we needed to make wireless as simple to design and configure as wired infrastructure and we did that when we introduced RingMaster Software. We had to make wireless as easy to manage as wired infrastructure and we did that when we brought SmartPass Software to market. We made wireless as reliable as wired infrastructure last summer when we introduced NonStop Networking. Belden saw the direction Trapeze Networks was headed and understood it was a perfect fit into its lines of business. And now, distributors like Graybar see the same thing."
Trapeze Networks' new way to reach the market complements its existing, traditional channel strategy. "Our traditional partners have engaged with IT decision makers," explains Steve Asche, director of VAR development. "At the time, they're considering augmenting their existing networks with wireless. Our new channel partners are engaged at the time buildings and remodels are being designed, and they can incorporate wireless into their customers' plans. Trapeze will be able to reach prospects at different stages in their decision process and we'll touch more customers in the process."
Trapeze Networks believes that wireless is deployed in different ways for different reasons at different times in a structure's or enterprise's lifecycle. For example, Graybar and other large distributors will reach prospects installing wireless networking for data networking and guest access. Value-added resellers will reach prospects installing wireless networks for outdoor, surveillance and telephony applications. Then, specialized, vertical value-added resellers will reach prospects interested in messaging, location tracking, fixed mobile convergence and mobility services.
On the Web: www.trapezenetworks.com