Building Security Into the Pipes

Vendors aren't building your father's routers and switches anymore. The demand for highly functional and secure gear has propelled Hewlett-Packard's ProCurve and other vendors to the top of the 2005 VARBusiness Annual Report Card (ARC) Networking Infrastructure/Data Networking category.

HP ProCurve shot to the top of the category on the strength of the addition of security features to its routers, switches, hubs and remote-access servers. ProCurve introduced new switches and network-management software with an emphasis on security. ProCurve's Routing Switch 9400sl series features secure and multilayer switching and routing. And ProCurve Manager's network-management software products allow users to centrally manage device health, control configurations of edge devices and enforce appropriate access.

Reflecting its technology efforts and partner-development programs, HP ranked first in every ARC data-networking category, including Product Innovation, Support, Partnership and Loyalty.

"They've done a very good job of being in the right place at the right time over the past four or five years," says Bob Patrick, a consultant at MXN, a ProCurve reseller in Atlanta.

HP's success with adding security and networking features isn't exclusive. Juniper Networks--new to the ARC and a surprising second--also traded on its security strengths. For instance, Juniper enhanced its Secure Access and Remote Access SSL VPN appliances, which now offer the latest generation of Network Connect, a downloadable agent that eliminates the need for IT departments to install, configure and manage client software on a user's PC.

Juniper made its presence known through key acquisitions in this year's ARC. It assumed technologies from Kagoor Networks, a supplier of session border-control technology; Peribit Networks, a provider of WAN optimization technologies; and Redline Networks, a developer of application-delivery technology.

In addition to bolstering security, networking vendors focused on supporting IP/MPLS (Multiprotocol Label Switching) networks. They've been introducing IP/MPLS technologies as more large enterprises and midsize companies implement converged voice, data and video networks, says Tony Luongo, vice president of Sales at Go2 Communications, a Juniper reseller in Woburn, Mass.

Cisco's lower ratings compared with ProCurve likely have nothing to do with features, functionality or performance, says Bill Tadevich, vice president of sales at Network Solutions, a Cisco partner in Granger, Ind. "More likely it's price," he says. Cisco is more expensive than some of the other vendors that have impacted on channel sales, he says.

Companies that are not looking to support advanced-networking capabilities would not likely pay a premium to buy Cisco's products, and might be turning to some of these other vendors. "Cisco is trying to battle back with more entry-level switches," Tadevich says.

As for Cisco's channel support, "if anything, it's improving," he adds. "They've stepped up with a number of their programs."

Ironically, HP's win in networking data comes while reports are circulating that it might sell its ProCurve unit as part of a major restructuring. ProCurve is a major provider of Ethernet switches for local networks in small and midsize businesses, but trails Cisco and others in the overall data-networking market.

The demand for security and management functionality will likely continue into the next year, Luongo says. Vendors and solution providers will find particularly ripe targets in midsize to large companies, which will seek security as they converge voice and data networks.

Some of the shifts in the ARC rankings may be attributable to changes in this category. This year, VARBusiness broke the Networking Infrastructure category into two categories: Data and Voice Networking. Cisco won in Voice Networking.