| Enterprise Wireless LANs |
| |
Cisco |
3Com |
Nortel |
Criteria Weight* |
| Technical Criteria |
|
|
|
|
| Product reliablility |
98.6 |
90.0 |
85.7 |
1.12 |
| Security |
94.3 |
82.9 |
80.0 |
1.08 |
| Interoperability |
88.6 |
80.0 |
75.7 |
1.05 |
| Scalability |
91.4 |
80.0 |
75.7 |
1.05 |
| Price/performance |
82.9 |
77.1 |
72.9 |
1.03 |
| Management features |
82.9 |
72.9 |
70.0 |
1.01 |
| Technical satisfaction rating |
89.8 |
80.5 |
76.7 |
|
| |
|
|
|
|
| Channel Criteria |
|
|
|
|
| Vendor support over life cycle of project |
85.7 |
80.0 |
75.7 |
1.07 |
| Total ROI for customer |
81.4 |
77.1 |
72.9 |
1.03 |
| Technical education (certification and training) |
80.0 |
72.9 |
68.6 |
1.00 |
| Service revenue opportunities |
75.7 |
71.4 |
68.6 |
0.98 |
| Keeping SPs informed of changes (visibilty) |
71.4 |
68.6 |
64.3 |
0.95 |
| Consistency of channel programs over time |
67.1 |
65.7 |
65.7 |
0.93 |
| Responsiveness to SP feedback |
70.0 |
67.1 |
65.7 |
0.93 |
| Reducing/eliminating channel conflict |
67.1 |
65.7 |
62.9 |
0.93 |
| Margins/Rebates/Spiffs |
61.4 |
61.4 |
58.6 |
0.88 |
| Channel program satisfaction rating |
73.3 |
70.0 |
67.0 |
|
| Overall Channel Champions Rating |
79.9 |
74.2 |
70.9 |
|
Note: Ratings weighed by criteria importance to respondents.
Source: 2006 CRN Channel Champions Survey
*Criteria weight based on the importance of the criteria to the respondents; see the methodology for further details.
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