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The router and switch market has become a bit of a conundrum. The products are more complex-yet at the same time they are simpler. Although high-end enterprise users are asking for sophisticated security and Layer 3 functionality, they are also demanding management tools that allow for simplified control of the network. In addition, a huge number of small-business customers are starting to see networking as a vital component to their companies' technology path. As a result, lower-cost, simpler functionality products are increasing in popularity.
"There is a greater mix of technologies that are moving through the channel and are key areas for VARs to provide additionalvalue- added services," says Darla Sommerville, manager for Business Planning and Development at Hewlett Packard Co. "Going hand in hand with them is {the} commoditization of networking equipment. Lower-end products are moving in big volumes at much more effective rates."
VARBusiness' Product Report, a tele-marketing survey of 153 VARs on router and switch features and vendors, found that 3Com Corp. was by far the leading vendor in terms of implementing products and services to meet VARs' needs. The company took top marks in six out of eight criteria, tying once with Cisco Systems Inc., for a total score of 61. Bay Networks Inc. was second with a score of 57.3 and a first-place ranking in the vendor tech support category. Cisco tied with 3Com and Hewlett-Packard Co. for vendor tech support and took first place in the support for Layer 3 functions criterion for a total score of 56.8. HP was a little more than half a point behind Cisco with a score of 56.2, and IBM Corp. came in last with a total scoreof 54.3.
Cisco took the majority of votes for the best-selling and most improved products, 31 percent in both categories. 3Com came in second with 29 percent and 26 percent of the votes, respectively. In terms of sales, HP took 15 percent of the votes, Bay Networks took 14 percent and IBM was last with 11 percent. For most improved brand, Bay...