Feature Article

May 14, 2013

Enterasys Network Releases Survey Data About Top Channel Trends

Enterasys Networks announced the results of a global survey of reseller partners about the top channel trends in the industry. Some interesting trends they found were that, among those surveyed, more than a quarter had fired vendors within the last year. Some reasons as to why these vendor relationships were terminated included lack of trust, poor service, and unshared business goals. Some channel partners also cited challenges in getting a vendor; among which included competition, a lack of leads, and insufficient profitability.

Other interesting results showed that the majority of channel partners are looking to support BYOD and mobility, and were examining how these technologies could coincide with current business models. Another trend that was observed from the survey was that 60 percent of global resellers will be selling integrated solutions in 2013.

"There's no denying that the IT channel is undergoing a fundamental shift driven by the entrance of new technologies and vendors must be ready to provide partners the necessary support and resources. The most successful vendors will deliver open and interoperable products, transparency and outstanding services and support on a consistent basis,” said Bob Noel, Director Global Channel and Field Marketing, Enterasys Networks. “Vendors will recognize the challenges faced by their channel partners and find ways to alleviate the pain points. These research findings validate Enterasys' ongoing commitment to delivering on each of these requirements and our ability to enable continued growth and success for our partners,"

As Noel stated, the survey also showed great support for Enterasys Networks as over 80 percent of responders said they feel Enterasys is interested in their overall success and ranked Enterasys highly in overall field engagement. According to the survey, 70 percent believe Enterasys' ability to aid in successful BYOD deployments can be considered excellent or good, which is crucial considering the rising popularity of BYOD among channel partners.

Overall these findings showed a shift in the market as well as Enterasys Networks’ ability to adapt to these changes.




Edited by Ashley Caputo


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