Because networks are critical to business and government clients, the company chose to develop products that would improve them. This method led a company that began in a garage to become one that now employs more than 6,600 people, including more than 1,500 engineers, in 120 offices worldwide. To service its clients while continuing to promote financial growth, the company has structured its staff to pursue new opportunities while maintaining current business. For the Defense Department, Cabletron's program managers work with military bases to determine their needs and to keep them informed about new products. As with all of its customers, the firm focuses not only on capital expenditures, but also on operation and maintenance costs.
Regional managers concentrate on one geographic territory, developing new business.
Account managers work with current clients to maintain both the customer's purchases and Cabletron's own customer base. Early teaming enables the company to pursue business opportunities and presents government agencies with a group of companies that can provide a total technology package, according to Marsha Malone, director of government business development, Cabletron. The firm does not demand exclusivity on a GSA contract, enabling the customer to put together the best deal when purchasing information technology equipment. Three years ago, the business began changing, Malone says. End-users realized that computers and networks were more than a business tool.