3Com Dominates LAN Cards - Quoted from Computer Reseller News
Results from the latest CRN Inside Spending brand-preference poll leave no room for doubt about who owns the network interface card market.
3Com Corp. was the clear winner, gaining share in all market segments, including a solid 15 percent increase, to 55 percent of the installed base, in the large-company space.
The Santa Clara, Calif.-based vendor also gained 13 percentage points, to 57 percent, among midsize companies and gained 6 percentage points, to 30 percent, among small businesses.
Last year's No. 3 vendor, Intel Corp., won the No. 2 slot in this year's race. The Santa Clara-based company was named by 9 percent of large firms, 13 percent of midsize companies and 8 percent of small businesses.
Compaq Computer Corp., Houston, earned higher scores in all three market segments compared with last year's survey, jumping two spots to No. 3 this year. Compaq network interface cards were in use at 8 percent of large corporations, 6 percent of midsize firms and 4 percent of small companies.
The results reflect 3Com's reputation as a longtime networking hardware provider and its strong commitment to the reseller channel, said Sue Forbes, product line manager for 3Com's Ethernet products division.
"[3Com is] a networking company that has been doing this a long time," Forbes said. "It has a very, very good reputation."
Forbes said 3Com's network interface cards boast reliability and ease of use. Resellers can just take a 3Com product out of the box, pop it into a PC and never worry about it again, she said.
Not only do they install easily and maintain a guaranteed connection, 3Com's network interface cards are backed by a full suite of software-compatible drivers, she said. "We know there are a lot of networks out there with old operating systems," Forbes said. "Most network managers know that 3Com maintains all compatibility."
Aside from product quality, reliability and reputation, 3Com relies on resellers to get most of its networking products to market, Forbes said. "The reseller is a key component in our mind . . . the channel is very important for the sale of network interface cards," she said.
3Com's ongoing reseller programs include evaluation programs, loyalty recognition, training and support materials ranging from product literature to product announcements specifically targeted to resellers.
"We recognize [resellers are] a very important channel to us so we do specific promotions targeted to them and a variety of financial incentive programs," Forbes said.
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