20 Most Strategic Networking Vendors

Network integrators surveyed recently for Everything Channel's 2008 State of Technology: Networking study picked out the companies they consider to be their most strategic partners. Here are the top 20 vendors that made the cut.

Headquarters: Redmond, Wash.

2007 Revenue: $51.12 billion

Channel Chief: Allison Watson, Corporate Vice President, Worldwide Partner Group

Why It's a Strategic Networking Partner: With its widely popular Exchange Server messaging platform, Microsoft is a key player for networking VARs building unified communications solutions. But the vendor upped the ante last year with the launch of Office Communications Server 2007, giving it entre into the lucrative VoIP space. It also partnered with several OEMs to rollout small-business VoIP systems built on its ResponsePoint software. In addition, VARs ranked Microsoft as the company whose network management products best fit customers' needs. Nearly 53 percent of networking solution providers that identified a vendor as a strategic partner selected Microsoft.

Headquarters: San Jose, Calif.

2007 Revenue: $34.9 billion

Channel Chief: Keith Goodwin, Senior Vice President, Worldwide Channels

Why It's a Strategic Networking Partner: Can you say market dominance? Whether its routers, switches, VoIP, video or wireless, Cisco Systems plays big, one reason why nearly 50 percent of networking solution providers that identified a vendor as a strategic partner selected Cisco. With a portfolio that includes so many pieces of the networking pie, Cisco makes an argument for "end-to-end" single-vendor solutions, a strategy many Cisco partners have bought into. Over 30 percent of surveyed solution providers revealed that they try whenever possible to use networking products from a single vendor.

Headquarters: Palo Alto, Calif.

2007 Revenue: $104.3 billion

Channel Chief: Adrian Jones, VP and General Manager, HP Solution Partners Organization, Americas

Why It's a Strategic Networking Partner: Hewlett-Packard's ProCurve Networking division is one of the fastest-growing network players out there. One reason solution providers love the brand is the vendor's lifetime warranty, which can dramatically reduce the total cost of ownership associated with HP's products. Over 26 percent of networking solution providers that identified a vendor as a strategic partner selected HP.

Headquarters: Irvine, Calif.

2007 Revenue: Not available

Channel Chief: Robert Gregerson, vice president of North American sales

Why It's a Strategic Networking Partner: Cisco's Linksys division targets small businesses with its Linksys by Cisco Business Series products, which include a roundup of routers, switches, wireless, storage and IP communications products. The products are specifically designed with small customers in mind, and are priced accordingly. And with its Cisco ties, Linksys offers a clear migration path when growing customers are ready to take a step up. Among networking solution providers that identified a vendor as a strategic partner, 18.7 percent selected Linksys.

Headquarters: Sunnyvale, Calif.

2007 Revenue: $185.5 million

Channel Chief: Marvin Blough, Vice President, Worldwide Sales

Why It's a Strategic Networking Partner: SonicWall is best known as a security company, but it has taken that foundation and built on it to develop a hold in the wireless arena as well. Its TZ and PRO Series lines of security appliances include wireless features, with the ability to act as WLAN switches. Add on SonicWall's SonicPoint access points, and your secure wireless network is ready to go. Among networking solution providers that identified a vendor as a strategic partner, 18.7 percent selected SonicWall.

Headquarters: Marlborough, Mass.

2007 Revenue: $1.3 billion

Channel Chief: Bob Dechant, Senior Vice President of Worldwide Sales

Why It's a Strategic Networking Partner: 3Com's portfolio of routers, switches, wireless, security and VoIP products give it a breadth many solution providers find attractive, but at lower costs than some of its rivals. The company has struggled of late with top-level executive turnover and a failed bid for a merger with Bain Capital Partners. Nevertheless, over 12 percent of networking solution providers that identified a vendor as a strategic partner selected 3Com.

Headquarters: San Antonio, Tex.

2007 Operating Revenue: $118.93 billion

Channel Chief: Celine Azizkhan, AT&T Channel Chief, Enterprise Business Services

Why It's a Strategic Networking Partner: AT&T is about more than just connectivity. Yes, the service provider offers its access services through the channel, but it has more in its bag of tricks, including data, security, hosting and enterprise mobility services. Nearly 10 percent of networking solution providers that identified a vendor as a strategic partner selected AT&T.

Headquarters: Sunnyvale, Calif.

2007 Revenue: $2 billion

Channel Chief: Frank Vitagliano, Senior Vice President, Worldwide Channels

Why It's a Strategic Networking Partner: Juniper has spent quite a chunk of change in recent years to beef up its enterprise portfolio, which now includes not only its J-Series routers, EX-series Ethernet switches and a line of application acceleration appliances, but also its strong array of NetScreen security products. It also boasts strong alliances with VoIP player Avaya and several wireless vendors, making Juniper an important piece of many integrators' best-of-breed solutions. Nearly 9 percent of networking solution providers that identified a vendor as a strategic partner selected Juniper.

Headquarters: Fountain Valley, Calif.

2007 Revenue: $1.3 billion

Channel Chief: Keith Karlsen, Executive Vice President

Why It's a Strategic Networking Partner: D-Link offers a variety of SMB infrastructure products, ranging from routers and switches to storage, wireless-N and IP surveillance cameras. Their feature set and their prices were designed with smaller customers in mind. It has worked diligently over the past year to streamline its Premier Partner Program and has worked to increase its standing in the government and education markets. Nearly 8 percent of networking solution providers that identified a vendor as a strategic partner selected D-Link.

Headquarters: Schaumburg, Ill.

2007 Revenue: $36.6 billion

Channel Chief: Tom Gleason, Vice President of Worldwide Partners and Solutions

Why It's a Strategic Networking Partner: Motorola's a big name in mobility, particularly in the world of mobile phones. But it has also beefed up its standing in the enterprise with the acquisition of Symbol Technologies. The company's Enterprise Mobility Business has been pushing an increasing percentage of its sales through the channel, hitting an all-time high of 84 percent at the end of 2007. Among networking solution providers that identified a vendor as a strategic partner, 6.6 percent selected Motorola.

Headquarters: Santa Clara, Calif.

2007 Revenue: $720 million

Channel Chief: Matthew Dargis, Senior Director of Sales, SMB North America

Why It's a Strategic Networking Partner: Small is beautiful, as far as Netgear is concerned. Its sights are set firmly on the SMB space, where it targets a full range of networking products. The vendor's decision a year ago to add a lifetime warranty to its ProSafe line of switch, security and wireless products went over big with channel partners, as has its efforts to boost partner margins. Among networking solution providers that identified a vendor as a strategic partner, 6.6 percent selected Netgear.

Headquarters: Toronto, Ontario

2007 Revenue: $11.05 billion

Channel Chief: Net Payne, vice president of North American Channel

Why It's a Strategic Networking Partner: Nortel boasts a strong IP communications portfolio, where it has a high-profile partnership with Microsoft. The company has also spent much of the past year building up its SMB networking portfolio, and it has bolstered its channel certification strategy with the addition of several specializations. Nearly 6 percent of networking solution providers that identified a vendor as a strategic partner selected Nortel.

Headquarters: Hopkinton, Mass.

2007 Revenue: $13.23 billion

Channel Chief: Mitch Breen, Senior Vice President, Global Channel Strategies and Sales

Why It's a Strategic Networking Partner: EMC's primary claim to fame lies in the storage market, but network integrators also rely on the vendor's management tools, including its wares for IT performance and process management. Among networking solution providers that identified a vendor as a strategic partner, 4.4 percent selected EMC.

Headquarters: Santa Clara, Calif.

2007 Revenue: $348 million

Channel Chief: Christopher Rajiah, Director, North American Channels

Why It's a Strategic Networking Partner: Extreme's modular XOS operating system has earned it a reputation for highly reliable networking gear, including its Summit and BlackDiamond switches. It also has developed strong partnerships with VoIP vendors such as Avaya, Mitel, ShoreTel and Siemens to encourage channel partners and customers to deploy its technology as the foundation of IP communications solutions. Among networking solution providers that identified a vendor as a strategic partner, 4.4 percent selected Extreme.

Headquarters: Huntsville, Ala.

2007 Revenue: $477 million

Channel Chief: Ted Cole, Vice President, Channel Sales

Why It's a Strategic Networking Partner: Adtran is a perennial channel favorite, offering solid, SMB-focused products at attractive prices. It has been tweaking its sales coverage model to provide better air cover for its solution providers, and it has grown its partner base by over 60 percent over the last year. Among networking solution providers that identified a vendor as a strategic partner, 3.3 percent selected Adtran.

Headquarters: Paris, France

2007 Revenue: $27.5 billion

Channel Chief: Carmen Sorice, Vice President of Channels, North America

Why It's a Strategic Networking Partner: While Alcatel-Lucent is perhaps better known overseas, it is focusing efforts on growing its footprint in North America, particularly through solution providers. It offers a proven portfolio of IP communications and data products, backed by the R&D team of Bell Laboratories. Among networking solution providers that identified a vendor as a strategic partner, 3.3 percent selected Alcatel-Lucent.

Headquarters: Basking Ridge, NJ

2007 Revenue: $5.27 billion

Channel Chief: Jeremy Butt, Vice President of Worldwide Channels

Why It's a Strategic Networking Partner: Avaya controls a large portion of the VoIP market, building up its stake as it migrates legacy customers to its IP-PBX platforms. It is one of the more formidable rivals to Cisco in the IP telephony space, and therefore is an attractive partner to vendors such as Juniper and Extreme, who compete with Cisco in networking. The company is going through a transition period, recently revealing that president and CEO Lou D'Ambrosio is stepping down due to health concerns. It also just recently brought in Jeremy Butt, formerly of Motorola, as its new channel chief. Among networking solution providers that identified a vendor as a strategic partner, 3.3 percent selected Avaya.

Headquarters: Armonk, NY

2007 Revenue: $98.79 billion

Channel Chief: Jim Corgel

Why It's a Strategic Networking Partner: IBM's Tivoli network management software plays a pivotal role in many network solutions, helping optimize network performance and automate network provisioning. Among networking solution providers that identified a vendor as a strategic partner, 3.3 percent selected IBM Tivoli.

Headquarters: Sunnyvale, Calif.

2007 Revenue: Not available

Channel Chief: Gregg Kalman, Vice President of U.S. Channels

Why It's a Strategic Networking Partner: Meru is a strong proponent of the wireless enterprise and is one of the fastest growing WLAN providers. Among networking solution providers that identified a vendor as a strategic partner, 3.3 percent selected Meru.

Headquarters: Reston, Va.

2007 Revenue: $4.8 billion

Channel Chief: Michael Lewis, Senior Vice President, Channel Management and Development

Why It's a Strategic Networking Partner: Siemens has built a deep portfolio of enterprise and SMB VoIP and IP communications wares. It's flagship SMB product, HiPath OpenOffice ME, is sold exclusively through the channel. Among networking solution providers that identified a vendor as a strategic partner, 3.3 percent selected Siemens.