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Cubix to introduce channel loyalty program for Aten

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DQC News Bureau
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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.

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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
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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.

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