Alternative Vendors: Wireless Networking

That's a tough call in a market where Cisco Systems Inc. holds the two top spots, first with its Cisco-branded gear and second with wares under the Linksys moniker.

But solution providers are finding great success in bucking the Cisco trend, becoming partners with vendors that may not have the mind-share of the 800-pound gorilla but can offer solid technology with the right price.

Josh Bailey, founder of Norcross, Ga.-based solution provider Layer 3 Communications LLC, avoids Cisco altogether, saying he built his business around being a Nortel Networks Corp. partner."We don't sell any Cisco; we're an oddball in the wireless space," Bailey said.

That's not to say Bailey isn't familiar with Cisco's wireless offerings. But Nortel, he said, brings to the table a management interface that beats out the competition. Plus, aligning with a vendor that is not a clear market leader in the wireless space allows Layer 3 to offer competitive pricing to its customers.

Lance Alexander, general manager of Computer Backup, Orange Beach, Ala., said he dabbles in solutions from several vendors, including Cisco and D-Link Systems Inc. His success, however, has come from a strong partnership with Netgear Inc. "The cost is very reasonable," he said. In addition, he said, Netgear's support trumps that of major players and margins are better, as the vendor notifies Computer Backup of current promotions."The margins may be an extra 5 percent here or whatever percent there, but it adds up and we can get great value out of that," he said.

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