3Com's Switch Simplifies And Secures Network Convergence
In years past, features such as these were married only to larger enterprise-level switcheswhich usually cost an arm and a leg to own and the operational costs of managing such a switch was only a small part of a network guru's repertoire. However, the simplified easy-to-use 4500 family of switches can become part of a company's infrastructure at a much more price-conscious cost.
What stands out most about the 3Com switch offering is that it has the ability to work well in multivendor convergence environments. This translates into not only providing support for devices such as 3Com's IP phones that are pre-programmed into the switch, but other vendors' IP phones are supported as well.
A typical example would consist of a scenario in which a solution provider services a customer that uses a Cisco IP phone system in their headquarters' to conduct business.
For the most part, the infrastructure surrounding the IP phone should be Cisco-based to offer connectivity to branch offices. But now, with the new Switch 4500, integrators can offer an equivalent feature set without being tied to a proprietary solution. Integrators can simply deploy a less-expensive 3Com switch and take advantage of the intelligence the switch has to offer while still providing a level of compatibility that ensures complete interoperation between the Cisco equipment scattered around various locations. A customer can simply use the Power over Ethernet (PoE) port on the switch by plugging in the phone. Once the switch recognizes the unique OUI or MAC address and identifies the device as a Cisco phone, 3Com's intelligent switch will allow it to dynamically assign that phone to a voice LAN. That capability offered by 3Com's switch will allow solution providers to offer more converged services, such as WLAN and VoIP, to more businesses. An integrated, converged switch also gives solution providers the capacity to build a managed service, which becomes an opportunity for the solution provider to take on the role of the switch administrator and offer monitoring, diagnostic and security services around the platforms supported by the switch. This allows a capable VAR to move into the managed-services realm and then extend its influence into other areas of the network, thus building on to the network and creating more revenue streams.
CRN Test Center engineers have confirmed that the switch works well in an environment with converged alternate vendor products, such as those offered by Cisco, and customers will not sacrifice quality of service at all if they do not use a 3Com-based IP solution. Customers will still experience proper voice quality and security, while optimizing secure converged IP communications over Ethernet-based networks. With stronger security options becoming more readily available for IP convergence solutions, solution providers can address government accounts' needs more specifically because they now will be able to provide network security solutions that not only alleviate security threats, but reduce threat response time as well.
There are no costly upgrades to obtain any of these features. Users have the option, at no charge, to upgrade the operating system to support 168-bit DES encryption through the 3Com Web site by downloading an .exe file. PoE is a major enhancement of the switch for products such as IP phones and Wi-Fi access points, which is another perfect complement to the 3Com solution. The PWR switches provide two modes, auto and manual, to manage the power that feeds the ports in the event of a power overload. Another intelligent feature of the PoE capability is that it provides a mechanism to protect against overheating.
The switch also supports MAC authentication and 802.1x security features. All of the ports on the switch are Auto-MIDX, which is a built-in cross-over capability. In order to gain that option, auto-negotiation must be enabled. One thing to note is that the 4500 will provide customers with a strong foundation switch, which will allow their companies to grow and evolve with the switch over time. VARs will appreciate the ability to forgo the traditional single vendor infrastructure product line and bring economy to their customers, while still guaranteeing service and functionality. That cost savings can be translated into additional sales with add-on services and products. With 3Com's switch, solution providers can attain a compromise that provides 26 ports with PoE for $2,295. That price also includes QoS and firmware upgrades. 3Com's 4500 PWR 26-port switch comes in at a price much lower than many competitors. Like other 3Com switch families, the unit can be rack-mounted or placed on a desktop, and the switch provides a diagnostic LED for every port. The AC power supply and cooling fans are both integrated into the unit. The company provides an optional redundant power unit that can supply power to the switch in the event the existing internal power supply fails.
CRN Test Center engineers connected the switch to a workstation, and the engineers manually set up the switch with IP configuration information using the Web GUI. However, the management of the switch can be imported using the command line interface either locally via a console port connection, remotely over the network via a Telnet session, or via SNMP management. Solution providers should especially recommend this product if convergence and convergence technologies are at the forefront of concerns.
3Com offers a robust channel program that borders on complicated. Partners are divided into four levels (Registered, Bronze, Silver and Gold), and the program also focuses on individual product lines with product specializations for IP telephony, security, enterprise LAN and enterprise wireless. Also, each of those specializations is broken into two additional levels called Partner level and Elite Partner level.
3Com offers extensive support and tools for determining a partner's level. Several factors, from volume to training to other commitments, are used to place a partner in a level and 3Com spells out those requirements in clear terms. 3Com builds significant target points into their channel program, making it possible for committed partners to traverse to the next highest level.
3Com also offers partners attractive margins that are directly affected by several elements of the level attained in the channel program. For higher levels, the company offers specialized marketing training and business plan development. 3Com offers several additional opportunities with benefits ranging from discount programs to demo units, SPIFs and MDF reimbursements.
3Com's role in the channel should prove quite adequate for those partners servicing enterprise-level customers, especially when considering that the target market for the 3Com stackable switch line is the medium- and large-enterprise space and branch-office networks.
