Enterasys Survey Says... One Quarter of Global Resellers Have Fired a Vendor in the Last Year

 Enterasys Survey Says... One Quarter of Global Resellers Have Fired a Vendor
                               in the Last Year

Lack of Trust Cited as the Leading Reason for Termination

PR Newswire

SALEM, N.H., May 13, 2013

SALEM, N.H., May 13, 2013 /PRNewswire/ --Enterasys Networks, a Siemens
Enterprise Communications Company, announced findings from a global survey of
reseller partners on top channel trends, which found 25 percent of resellers
have fired a vendor in the last 12 months. The survey of 170 global resellers
revealed the leading challenges associated with vendors is the lack of leads
produced (42.7 percent), competition in the channel (33.6 percent) and poor
service and support (31.3 percent). Additionally, selling integrated solutions
is the biggest trend in the channel for 2013 and the majority of respondents
(74 percent) are looking into how BYOD fits into current business models and
how to best work with vendors to implement this technology.

One way in which Enterasys is addressing the need for integrated solutions, is
through the company's OneFabric Connect SDN, its ground-breaking software
defined networking (SDN) offering which provides partners open
interoperability with third party applications. This supports the solution
sale, and creates an opportunity for partners to build new business models
around application integration, which the survey revealed is important for the

Key Findings:

Top Trends for 2013

  oThe top three channel trends for 2013 according to global resellers will
    be selling integrated solutions (60 percent), new business models (20
    percent) and industry specialization (9 percent).
  oChannel partners are looking to support BYOD (74 percent) and mobility (60
    percent) by examining how these technologies fit with current business

Top Channel Challenges with Vendors

  oIn addition to a lack of leads, competition in the channel and poor
    service and support, channel partners find insufficient profitability or
    ROI (30 percent) and the lack of understanding as it relates to business
    partners (28 percent) as top challenges.
  oAdding to the lack of trust experienced by the channel, poor service and
    support (36 percent) and unshared business goals or go-to market plans (27
    percent) are cited as reasons for terminating a vendor relationship in the
    last 12 months.

Enterasys Partner Ecosystem

  oChannel partners also commented on their engagement with Enterasys
    specifically. They responded that they feel Enterasys is interested in
    their overall success (88 percent), and ranked Enterasys highly in overall
    field engagement (83 percent). Overall, partners are extremely satisfied
    or satisfied with Enterasys as a partner (85 percent).
  oSeventy-nine percent of respondents ranked Enterasys' Global Technical
    Assistance Center (GTAC) excellent or good compared to other vendors and
    70 percent believe Enterasys' ability to aid in successful BYOD
    deployments can be considered excellent or good.

Executive Perspectives

Bob Noel, Director Global Channel and Field Marketing, Enterasys Networks

"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. 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."

Additional Resources

  oChannel Survey Blog Post & Infographic
  oEnterasys Partnerswebpage
  oEnterasys Social Media Newsroom
  oConnect with Enterasys via Twitter, Facebook, YouTube, LinkedIn and

About Enterasys Networks and Siemens Enterprise Communications
Siemens Enterprise Communications is a leading global provider of unified
communications (UC) solutions and network infrastructure for enterprises of
all sizes. Leveraging 160 years of experience, we deliver innovation and
quality to the world's most successful companies, backed by a world-class
services portfolio which includes international multi-vendor managed and
outsourcing capabilities.

Our OpenScape communications solutions provide a seamless and efficient
collaboration experience – on any device – which amplifies collective effort
and dramatically improves business performance.

Together, our global team of UC experts and service professionals set the
standards for a rich communications experience that empowers teams to deliver
better results.

Siemens Enterprise Communications is a joint venture of The Gores Group and
Siemens AG, and includes Enterasys Networks, a provider of network
infrastructure and security solutions, creating a complementary and complete
enterprise communications solutions portfolio.

For more information, please visit:

www.siemens-enterprise.com or www.enterasys.com

Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of
Siemens AG.

Media Contacts:

Jason King
Enterasys Networks
+1 603 952 5151

Jennifer Grabowski
Racepoint Group
+1 617 624 3231

SOURCE Enterasys Networks

Website: http://www.enterasys.com
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