When adding the scores of the 15 factors, Cisco actually ranked third, despite having the greatest share of the channel's wallet in the first half of the year. 3Com emerged as the top vendor to solution providers in the Channel Affinity Index with a score of 710 out of 1,000. The vendor edged out Alcatel-Lucent, which had a 707 score. With an average score of 576 across all vendors, unified communications was one of the highest-scoring technology areas across all Affinity Index categories.
Glenn Conley, president and CEO of Metropark Communications, a St. Louis solution provider, said he agrees with the overall results. According to Conley, 3Com makes great equipment and is a solid vendor partner, but it lacks the brand recognition of Cisco, meaning that solution providers may like working with 3Com more, but Cisco can score more deals.
"They just don't sing a good song," he said of 3Com, adding that Cisco is everywhere and more recognizable to most end customers. Conley said many solution providers and end customers rely on Cisco because Cisco has a great deal of mindshare.
"They always want to root for a winner, and Cisco's a winner. Who's going to win the Super Bowl? That's Cisco. Who provides the best cheese on the nachos? That's 3Com. Once you really get granular, 3Com does a good job not only for the end customer, but for the dealers who can make money.
