Trapeze Networks Launches Smart Mobile Partner Program


Trapeze Smart Mobile Overcomes Deficiencies of Aruba, Cisco and Meru Wireless Channel Programs

PLEASANTON, Calif., Feb. 20 -- Trapeze Networks(TM), the award-winning provider of Smart Mobile(TM) wireless solutions, today launched the Trapeze Smart Mobile Partner Program. Recognizing key deficiencies in competing manufacturers' channel programs, Trapeze has introduced program improvements to help partners retain product margin, develop their wireless LAN expertise, and protect their investment in developing business opportunities. The Trapeze Smart Mobile Partner Program is designed to attract and retain best-in-class wireless LAN partners who want to capture the multi-billion dollar wireless LAN market opportunity.

Smart Mobile Overcomes Limitations of Competing WLAN Channel Programs

There are a large number of VARs competing for Cisco business and consequently reseller product margins are extremely thin. Because margins are so thin, partners are in danger of losing opportunities to competing VARs at the time of purchase. Second, VARs are suspicious of manufacturers, like Aruba, that have a reputation for predatory practices such as taking deals direct or switching deals from one partner to a larger partner. Partners are looking for protection within the deals they develop. Finally, many programs require upfront investment in training prior to carrying a new product line. With other channel programs, partners must send their business-critical systems engineers out of the office for several days for this necessary training in addition to paying the training costs. With these added expenses, VARs may invest several thousand dollars before they see their first revenue. The Trapeze Smart Mobile Partner Program addresses these issues so partners can successfully sell Trapeze solutions and maximize the return on their expertise.

Deal Registration - Provides Deal Protection

Trapeze introduced the Deal Registration program to ensure partners have access to secure sales support resources and additional discounts. These additional resources position them to win the deals where they have invested time and resources. To sign up for the program, Trapeze makes it effortless for partners to register a potential sale through the Trapeze Partner portal. If it is not a previously registered opportunity, the partner is contacted by Trapeze sales support, and provided with a unique number that couples that deal with that partner, and provides for additional discount at the time of order. The Deal Registration program is only available to Trapeze Smart Mobile Partners.

"Trapeze gets it -- they appreciate partners invest a lot of time into developing their expertise. Knowing that Trapeze will help me realize my investment by protecting me in sales opportunities is a big advantage over other wireless manufacturer programs offered," said Roger Kaufman, Wireless Technology Manager of MasterLink, Inc. in Wisconsin.

No Risk Training Reduces Upfront Investment

Trapeze also introduced "No-risk" training to address the problem of time out of the office and up front investments by partners. Trapeze restructured its certification training so that depending on the partner's preference, it can be delivered leader-led via the Web or in a classroom setting. Trapeze Web-based training delivers the same hands-on experience of being in a lab by providing participants dedicated consoles where they can work with Trapeze products. In addition to eliminating the expense of sending people out of the office, Trapeze allows partners to take certification training without paying until after they have made revenue selling Trapeze solutions.

"Trapeze understands that it is a huge burden to take sales people and engineers out of my business," said Jeffrey Rushin, Owner and CEO of MaxImage Technologies in Maryland. "Their web-based, leader-led training allows my employees to have a high-quality training experience without flying someone across the country."

Trapeze Looking for a Few Good Partners

The Trapeze Smart Mobile Partner Program is available to qualified wireless LAN VARs. Unlike other programs with thousands of VAR partners, Trapeze is looking to focus its partner base to a few in each metropolitan market. This reduces margin pressures on participating partners and maintains high standards for customer service.

"We welcome wireless LAN VARs that are tired of making razor thin margins or have had a dissatisfying experience with other WLAN manufacturers," said Trapeze President and CEO, Jim Vogt. "Trapeze is growing rapidly and smart mobile has gained wide market acceptance. We are now seeking partners that can effectively deliver Smart Mobile solutions to address customer needs for voice over Wireless LAN, guest access, wired LAN replacement, location-based services, and 802.11n preparedness."

For more information about the Trapeze Smart Mobile Partner Program, please visit www.trapezenetworks.com .

About Trapeze Networks

Trapeze Networks delivers Smart Mobile(TM) -- a ground-breaking approach to wireless networking, enabling organizations to deploy massively scalable mobile applications that leverage their existing infrastructure. Smart Mobile achieves this breakthrough by introducing intelligent switching, the first and only WLAN architecture that optimizes network traffic based on the underlying application. With Smart Mobile intelligent switching, organizations can support the most demanding next generation wireless applications such as toll-quality voice over WLAN for thousands of users, seamless indoor/outdoor mobility, and high-speed networks based on 802.11n -- all without requiring expensive forklift upgrades. Trapeze Networks is well-capitalized, with strategic investments from networking industry leaders including Juniper Networks, Motorola, and Nortel Networks. Founded in March 2002, Trapeze is headquartered in Pleasanton, California, with operations in Europe, Japan, and Asia-Pacific. For more information, please visit www.trapezenetworks.com .

CONTACT: Erin Hitch of Bite Communications, +1-650-326-5074, or Erin.hitch@bitepr.com, for Trapeze Networks

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