2008 CRN Channel Champion: Security

Cisco Systems Inc. earned the top spot in the 2008 CRN Channel Champions Survey network security appliances category, getting high praises from VARs for both presales and post-sales support, but falling behind competing vendors when it comes to down to dollars.

Cisco, San Jose, Calif., scored an overall 73.4, beating out Juniper Networks Inc., which was a strong second with 72.3. Rounding out the top six were SonicWall Inc. (68.7), Trend Micro Inc. (67.5), Fortinet Inc. (67) and McAfee Inc. (65.3).

Cisco scored highest in several technical criteria for its security appliances, including product quality and reliability, where it took the criterion, earning its widest margin, 6.2 points, over Juniper. Management and configuration features and scalability also earned Cisco the top spot. Those results gave the networking powerhouse an overall technical satisfaction rating of 88.1, compared to Juniper's 85.5.

The biggest challenge for Cisco was price for performance. Cisco placed fifth in that category, getting beat out by Juniper, Trend Micro, SonicWall and McAfee. Cisco was beaten out in all but one category under the financial criteria, placing fourth when it comes to ROI of vendor relationship; third in product margins, spifs and rebates; and second for services attach rate. Cisco did, however, capture the top spot for projected sales increases next year, scoring a more than 3-point victory over Juniper and Fortinet. Those results left Cisco second overall in the financial criteria, with 60.7 points, while Juniper wrangled 61.9.

But what it lacked in financial satisfaction, Cisco made up for with its program and support. Cisco slammed Juniper by more than 5 points for post-sales support and more than 3 points for presales support. Cisco also earned high praise and a more than 3-point victory over Juniper for technical training, helping it capture program and support victory with an overall score of 68.9 points, 1.5 points higher than Juniper's 67.4.

VARs said it's no surprise that Cisco took top honors for technical superiority and for its program and support. Ladi Adefala, security practice manager for World Wide Technology, a St. Louis-based solution provider, said Cisco has been ramping up its programs over the past few years.

"Over the last three years we've seen a lot of investment from Cisco in terms of partner programs," Adefala said. "It's incredible. They understand the role the partners play and try to empower them as much as they can. The level of partnership is greater now than it was before, especially when it comes to security."

-- Andrew R. Hickey