Cubix to introduce channel loyalty program for Aten

Pune-based Cubix Microsystems, the exclusive distributor of Aten KVM switches
in India, will be launching a channel loyalty program for the vendor in
mid-August, 2007. Currently, Aten has around 200 odd partners who sell Aten
products, but no effort has been made to segregate them into a structure
commensurate with the volume of business they bring. The new channel loyalty
program will aim to do this.

Said Nitin Naik, MD, Cubix Microsystems, “We are trying to double our channel
strength and recognize those partners who are doing consistent business with
us.”

Earlier, Cubix had two sets of partners-Gold and others. While the 12 Gold
partners would buy Aten products regularly, the other segment made purchases on
a more ad hoc basis. “We hope to have 20 Gold partners, 50 Advantage partners
and around 200 Select partners,” Naik stated.

Nitin Naik: We hope to have 20 Gold partners, 50 Advantage partners and around 200 Select partners

Cubix will also have a two-day technical training session for its select
partners in Lonavala on July 18 and 19, 2007. This residential program will take
around 50 authorized partners through the technology of KVM switches, which will
help them make more fruitful sales to their customers in turn.

Besides this, Cubix will showcase Aten's newest launches on July 16, 2007 in
Chennai. This will be followed with a channel interaction meet in the other
metros including Mumbai, Bangalore, Kolkata and New Delhi.

Jerry Liu, Associate VP, Aten International explained this sudden aggression
in its channel strategy as a mean to improve the company's brand recall in the
market. Aten is trying to make inroads into the high-end IP-based KVM switches
segment, which is dominated by Avocent and Raritan.

“We will be coming out with a more competitive pricing. This should help us
grow our marketshare by 20 percent in the high-end segment,” Liu stated.