Belden, which bought wireless LAN vendor Trapeze Networks last year, is trying to open up a new sales channel for wireless infrastructure. The company announced exclusive distribution agreements for Trapeze WLAN products with Graybar and Anixter International, two of the leading distributors of network cabling in the world.
When Belden purchased Trapeze some experts were left scratching their heads about the deal. Belden is a leading manufacturer of cabling and other signal transmission technology. Many analysts have been predicting consolidation in the WLAN market, but they were expecting switch vendors like Juniper and Foundry to do the buying as networking vendors looked to build out a unified wired and wireless product strategy. HP ProCurve’s acquisition of Colubris seemed to fit in with this trend. Just look at a company like Cisco, which can sell its switches and WLAN access points to the same people. It makes sense from a marketing perspective.
But Belden is trying something completely different with Trapeze, and it will be interesting to see how it plays out. Graybar and Anixtar already sell Belden cables, and now Belden is trying to expand those relationships through Trapeze.
Belden is hoping that when companies are designing the basic infrastructure of a new building, such as network cabling and power, they will also design wireless infrastructure at that stage as well. If this happens, it would make sense for companies to buy their cabling and wireless technology from the same distributor as they prepare to build a new building.