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Please contact:
David Williams
Global Director of Sales, Research
David Williams
Global Director of Sales, Research
858-829-8612
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insider@
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Channel Conundrums: Wireless LAN Resellers and Integrators
There should be no doubt that the channel is at least as, and possibly more, important to 802.11 equipment sales than the capability of the product itself.

This report analyzes the role that resellers and integrators play in distributing, selling, deploying, and managing enterprise 802.11 wireless LANs. It provides insight into how OEMs sell wireless equipment, and why buyers want it.
Sample research data from the report is shown in the excerpts below:
Table of Contents (0904toc.pdf)
The diagram below shows the relationships between buyers, sellers, and "middlemen." At the bottom, direct sales between vendors and customers make for a close relationship. Moving up the chart towards VARs, integrators, and service providers, the distance between vendor and end customer increases.
[click on the image above for the full excerpt]
The table below identifies some of the differences between categories of wireless resellers.
[click on the image above for the full excerpt]
Vendors of enterprise-grade 802.11 equipment featured in this report: 3Com Corp. (Nasdaq: COMS); Airespace Inc.; Aruba Wireless Networks Inc.; Bluesocket Inc.; Chantry Networks Inc.; Cisco Systems Inc. (Nasdaq: CSCO); Meru Networks Inc.; Proxim Corp. (Nasdaq: PROX); Symbol Technologies Inc. (NYSE: SBL); Trapeze Networks Inc.; Vernier Networks Inc.
Resellers and integrators featured in this report: Accenture Ltd. (NYSE: ACN); Capgemini (Paris: CAP); Dimension Data Holdings plc (London: DDT); IBM Corp. (NYSE: IBM); Motorola Inc. (NYSE: MOT); NetPoint AS; React Technologies Ltd.; Telindus Group NV (Brussels: Tel.BR)
Total pages: 18
To view reports you will need Adobe's Acrobat Reader. If you do not have it, it can be obtained for free at the Adobe web site.
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