Computer Networking - Channel Insider
Empowering the next generation Channel
 

Bull’s Eye Awards
Nominations Open for Channel Insider 2009 Bull’s Eye Awards
Nominations are now open for the Channel Insider 2009 Bull’s Eye Awards, which recognize excellence in customer service, technology prowess, business acumen, channel leadership, communications and community building, and innovation among vendors, solution providers, distributors and channel services companies.



Sponsored Links
  • Control VM Sprawl, What You Don’t Know Can Hurt You
  • FREE Sophos Encryption Tool: Encrypt, compress and share files easily
  • LSI 6Gb/s Portfolio Expands to Include SATA+SAS HBAs
  • Reduce the cost of managing your mobile workers.
  • Find out 7 Ways to Drive Data Center Efficiency
  • SonicWALL breaks through network and email gridlock
  • Save up to 40% on calling costs with Avaya Aura™



  •  

    Survey: Alternative Vendors Offer Cutting-Edge Benefits

    in Computer Networking


    Article Rating:starstarstarstarstar / 1
    Article Views: 5516

      Table of Contents:
    1. Survey: Alternative Vendors Offer Cutting-Edge Benefits
    2. Drawbacks and Support

    Rate This Article:
    Add This Article To:
    Survey: Alternative Vendors Offer Cutting-Edge Benefits - Drawbacks and Support
    ( Page 2 of 2 )

     

    While SonicWall serves as an example of the positive impact an alternative technology can have in the channel, such alternatives are also subject to the same shortcomings that make VARs think twice about adding to their lineups. With SonicWall branching out from its UTM roots to compete with the likes of Cisco and Juniper, customers like Bahl fear the vendor's core competency could be diluted. Also, too much cutting-edge technology in an area such as security can be a bad thing, Bahl adds.

    "[SonicWall's] wireless security solution is so secure it's often cumbersome—we have to often back off of their recommended best practices just to make sure that an end customer has constant connectivity," he says.

    Resource Library:

    Bahl says SonicWall often comes up short in important areas such as sales and marketing support, and its continuing direct-sales efforts remain a concern for partners.

    "It's really frustrating when my customers can go to CDW and get a SonicWall device for less than I pay through distribution," says Bahl, who sources SonicWall through Securematics, a networking security products distributor that works with SonicWall, Juniper and others. Bahl says while he is able to call SonicWall directly if he has pricing questions or technical issues, for the most part he contacts the vendor through Securematics.

    "IBM, the giant of them all, does more for me as far as sales and marketing than SonicWall, honestly," Bahl says. "I ask for help and [SonicWall] gives it, but I've never gotten leads, MDFs or assistance in generating new business."

    But not all VARs agree that bigger is better when it comes to support. Mark Perez, co-founder and managing partner of TechMD, says when it comes to taking care of reseller partners, smaller vendors win, hands down. Perez's vendor of choice, MX Logic, is a small e-mail and network security provider that competes with Google/Postini.

    Perez says while price is certainly an issue, it's not the deciding factor when choosing which vendor to work with. For example, MXLogic's security offerings compete with Google's cheaper Powered by Postini solutions, but Perez says working with MX Logic provides a host of other benefits.

    "VARs themselves are small companies giving very high-touch, customized service to customers, and they can't do that unless they are working with vendors who do the same," Perez says.

    For that high-touch, personalized service, Perez says the extra dollar or so he pays MX Logic per mailbox is worth it. "We end up making more money in the long run because our customers are happier with the services, and they stick with us," he says.



     
     
    >>> More Computer Networking Articles          >>> More By Sharon Linsenbach
     


     


    [ci] feeds
    XML
    Add Channel News, Product Reviews, Trends and Analysis to your RSS newsreader or My Yahoo!


    HTML PLAIN TEXT

    Keep on top of news for VARs and Resellers with CI's Weekly Newsletter and Alerts.

     


    CHANNEL RESOURCE CENTER
     
     
    Enterprise Mobility Zone
    The Enterprise Mobility Zone (EMZ) blog is a tool designed to help senior IT executives discuss, create and deploy next-generation mobile strategies in their organizations.
    Go beyond yesterday's tactical approach to mobility!
     
    Build A More Efficient Data Center
    Demands are growing but budgets are not. Solve your pressing IT issues using the resources you already have. Determine which technologies can help you drive efficiencies and how they are applied. Gain a quick ROI on new initiatives
    Find out how
    Let Enterprise TechBrief do the work for you. Aggregated content, tech news, product reviews, vendor updates, how-to’s—all you need to boost your efficiencies and cut costs, all from one place.
    enterprisetechbrief.com