Olicom USA launches federal sales program

Olicom USA Inc. is launching a federal marketing program targeting the General Services Administration schedule; indefinite-delivery, indefinite-quantity contracts; and the open market.

The Plano, Texas-based company plans to approach the federal sector through relationships with resellers and distributors. The federal market "is an area we look at as a significant growth opportunity," said Bob Arnold, director of reseller sales for the federal government at Olicom, which develops and markets Token-Ring, Ethernet, Fast Ethernet and Asynchronous Transfer Mode (ATM) local-area network products.

The company has been working through Electronic Data Systems Corp. in the federal sector. EDS carries Olicom products on the Navy's $575 million PC LAN+ pact, the National Institutes of Health's Electronic Computer Store contract, its NATO Basic Ordering Agreement (BOA) pact and its GSA schedule. Now Olicom is working to expand its base of government marketing partners. The company is negotiating deals with resellers and distributors for adding the company's products to both GSA and IDIQ contracts, Arnold said.

In addition, Olicom has established special open marketing pricing for distributors pursuing the governmental, educational and medical sectors. Arnold declined to discuss the specifics of deals in the works, but said announcements are forthcoming.

The two-pronged plan will allow Olicom to address "day-to-day open-market issues and...the large opportunities," Ar-nold said.

Jan Morgan, an analyst with IDC Government Market Services, said such a strategy makes sense for a commodity products provider. "If they can team with somebody, it will save them marketing costs," she said.

New Cards

Olicom, meanwhile, is adding products to its existing contract vehicles. Last week, the company announced that EDS has added Olicom's PCI-based 16/4 Token-Ring adapter, a 32-bit network interface card, to PC LAN+. The product also is available through EDS' NIH contract, the NATO BOA and GSA schedule contracts.

"We definitely think, overall in our business, there is increasing demand for PCI-based network interface cards," said Steen Lohse, vice president of marketing and customer service at Olicom.

Before the arrival of the PCI Token Ring adapter on PC LAN+, Olicom had been providing multistation access units. Lohse characterized sales as "pretty decent," adding that he expects "more business with the PCI Token-Ring product on the contract."

"It's a growing piece of the business," said Peter Buck, EDS' program manager on PC LAN+, of PCI technology. Pat Wheeler, an EDS technical manager on PC LAN+, said customers are buying PCI bus-based products as they move to high-speed networks.

In addition to Olicom, EDS carries PCI-based products on PC LAN+ from Standard Microsystems Corp., Rockwell Network Systems, Allied Telesyn International Corp., Madge Networks Inc. and Codenoll Technology Corp.


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