Six Key Players in Enterprise 802.11n Wireless Networking

BLUESOCKET BLUE SECURE ACCESS POINT 1800

Channel points: Program offers three partner levels: Authorized, BlueSelect and BluePremier. Sales and technical training and certification are available, as are telephone/email support and second and third tier support.

CISCO AIRONET 1250 SERIES

Channel points: Four certification levels and multiple specializations offered. Extensive channel partner program includes sales, technical and marketing support. Works cooperatively with partners in identifying and targeting prospects. Qualified partners receive low-interest financing, SPIFFs, rebates, deal registration, loaner/demo units, price protection plans, discount promotions and MDF.

COLUBRIS INTELLIGENT MOBILITY SOLUTION WITH MULTISERVICE ACCESS POINT 625

Channel points: Three partner levels: Authorized, Select and Premiere. This partner level structure enables resellers of all sizes to participate in the channel program. All partners receive regional sales and SE support, access to demo units 50 percent off list and access to end user evaluation program. Margin is up to 27 percent. Training and certification provided.

MERU AP320 ACCESS POINT

Channel points: Meru's two-tier channel program provides discounted demo equipment, joint sales engagement, product promotions and competitive trade-in promotions. On-demand training, software downloads and an online knowledge base are also available to all partners. Top tier partners are eligible for demand generation and MDFs.

RUCKUS ZONEFLEX 7942

Channel points: Big Dog Partner Program offers two levels: Silver and Gold. All VAR partners begin with Silver status. Requirements include minimal number of staff trained on ZoneFlex products (Web-based training) and attendance at regular Web updates. Training and sales tools provided. Gold level offers additional benefits, and comes with additional requirements.

TRAPEZE MP-432 MOBILITY POINT

Channel points: Trapeze has sales requirements for preferred partners. Potential partners can expect to retain double-digit margins, due to restricted distribution. Partners have a variety of support options: free access to Trapeze Technical Assistance Center, locally based pre-sales support and access to Trapeze Support Portal and Support Portal. Partners are required to complete sales and technical training courses.