Cubix to double its channel strength by '06

Pune-based Cubix India, the sole distributor for Aten range of KVM products
from Taiwan, will be expanding its tier-2 reseller network from 50 active
partners to 100 in the next 18 months. This reseller network will be addressed
by Cubix's existing eight tier-1 regional distributors located across major
cities of the country.

The need for expanding its reseller network has come from the huge business
that Cubix foresees from the new products that Aten has recently introduced.
Aten recently launched the Power-over-IP and KVM over IP solutions for the
server rooms.

According to Nitin Naik, Director, Cubix, these are products that hold good
potential for the Indian market. The Indian KVM segment is estimated at around
$8 million.

"We have been providing solutions in KVM for the last couple of years
and the kind of growth that we now see is like never before. Besides, having
products that are unique to the industry will definitely strengthen our position
in the market," said Nitin.

When asked about the resellers' profile Cubix is looking at, Nitin said,
"The resellers should have a good understanding of the KVM market to be
able to service the clients." According him, Aten products have around 60%
market share in India, of which only 40% of the business goes through channels.
The remaining 60% is addressed directly.

"Over a period of time we want to increase the channel involvement
more," he added. The other two competing brands for KVM switches in the
market are Avocent and Raritan.

Nelson Johny