Enterprise WLAN Products
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Cisco Systems dominated the enterprise
category of this year's
CRN
Channel Champions survey, garnering first-place victories on every criterion.
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The
Jose, Calif.-based vendor scored an overall rating of 79.9, beating out second-place 3Com's 74.2 and third-place Nortel Networks' score of 70.9.
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In technical areas, solution providers recognized security and scalability as two areas of particular strength for Cisco, which won both criteria by margins of 11.4 points over 3Com, its closest rival. Partners also rewarded Cisco for its robust management features, giving the vendor a 10-point victory over
in that area.
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Cisco expanded the breadth of its portfolio and added a lineup of centrally managed
products via its acquisition of Airespace a year ago, and that aided its cause in this year's survey, solution providers said.
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Cisco's WLAN portfolio of Aironet access points, Aironet mesh access points, 4400-series WLAN controllers and Wireless Location Appliances forms a solid foundation for broader solutions, said Chris Vincent, vice president of sales and marketing at Global Data Systems, Lafayette, La.
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"It's not necessarily just the wireless component of it, it's what it allows you to do," Vincent said. For example, Global Data Systems built a wireless solution that enables hospitals to keep track of movable assets such as crash carts and wheelchairs, he said.
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On channel criteria, Cisco shared the spotlight in only one area, margins and rebates, where it tied for first place with 3Com. In its best showing, it stood out in the area of technical education, where it was rated 7.1 points better than the runner-up.
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Alex Thurber, director of security and wireless for worldwide channels at Cisco, said the company rolled out an aggressive training program around its revamped wireless portfolio to educate partners on the new Airespace equipment.
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Cisco's emphasis on wireless training will continue in the future, Thurber said, pointing to changes the vendor made to its channel program in March that incorporated wireless technology as a fundamental element of its specialization programs.
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"We're putting a pretty significant stake in the ground and saying that to become a Cisco partner, you have to be able to do wireless," Thurber said.
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