IT Connection Supplier Assessment reports provide up-to-date analysis to assist buyers in identifying the strengths and weaknesses of key suppliers. Each report also includes specific recommended actions for end-users considering a purchase of a product from that supplier. Click here to view sample reports.
Alcatel-Lucent’s continuing technology efforts result in an increasingly improved enterprise position and a competitive position in the data center. (1/17/2012)
Aruba Networks continues to benefit from the immense enterprise spending in wireless technologies due to both the BYOD phenomenon and the highly mobile worker. Both trends remain strong; therefore, Aruba should benefit handsomely. (2/1/2012)
Avaya continues to integrate sales and marketing efforts between voice and data networking and this is resulting in some funnel and business acceleration in sales theatres, though more could be done. Pivotal to networking’s success is the VENA strategy, which continues to receive attention. (10/28/2011)
Brocade keeps capitalizing on the data center refresh, in terms of both Fiber Channel and Ethernet fabrics. A new tactic is to offer networking ports on a subscription basis, which is different enough to alter buying behaviors in some accounts. (10/20/2011)
Cisco’s last few quarters have perhaps been the most volatile in the last decade. With significant restructuring, workforce adjustment and new marketing campaigns, Cisco is more focused on its core business than at any point in the last 10 years. (1/13/2012)
Enterasys is fine-tuning its marketing messages to dovetail with the needs of customers in its sweet spot: the Global 1000 to 2500. In addition, it is expanding its strategic partnerships to address virtualization and cloud computing. (11/22/2011)
Extreme remains focused on addressing the challenges faced by enterprise IT today and having every resource accessed by mobile, in addition to the associated risks. Additionally, Extreme is active in technologies driving the next-gen data center. (11/15/2011)
Hewlett-Packard continues to execute in networking and is seeing increased momentum with campaigns aligned around HP’s Converged Infrastructure. (1/13/2012)
Juniper Networks has changed the enterprise networking conversation in the data center and continues to execute well in the campus. QFabric may have been announced a bit too far in advance, but sales are likely to ramp quickly. (10/13/2011)
Motorola Solutions has consistently executed well with a strong portfolio that is well aligned to address specific market verticals. Despite this message focus and technology though, Motorola Solutions' growth remains modest. (5/23/2011)
Company Description
Up-to-date look at what markets the company competes in and what it brings to those markets. Coverage includes: main product lines, important partnerships, key clients, recent sales wins.
Current Perspective
Our analysts give their assessment on whether or not the company has the technology, products & services and management team needed to compete in its markets.
Company Market/Sales Strategy
What are the company’s value proposition and key differentiators. How it positions itself in the market, and against its competitors. And what are its target audiences.
Company Strengths and Weaknesses
Unique tactical competitive analysis based on the specific tactics that a company is using, and in-depth analysis of its products and capabilities.
Recommended Competitor Actions
Who are the company's main competitors, and what actions we can expect from each competitor or the market at large.
Recommended End User/Customer Actions
How customers (either end users or purchasers of this product for resale/bundling) should view the company. Should customers consider purchasing products/services from this company? What specific actions or questions should the customer pursue during negotiation phase?
Publication date: Supplier Assessment reports are updated every four months
Overall company assessment relative to competitors across all markets in which they compete.
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Very Positive: Company has strong position now, or on way to certain success if continue to execute as planned. Leader in multiple areas (e.g., product quality, market share, distribution channels, lower cost)
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Positive: Positive opinion on firm, technology, products/services and/or management team. Well-positioned now and could be strong competitor in the near future.
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Neutral: No strong opinions regarding the company. Can occupy niche or segment that is relatively stable.
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Negative: Losing ground in multiple areas, must take corrective actions immediately in order to prevent total failure (e.g., bankruptcy).
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Very Negative: Decreasing sales, slipping market share, delayed product or services cycles. Can’t overcome current problems within the next 12 months.
Tier
Relative position of the competitor against other competitors.
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Tier 1: Market leaders, at or near the top of market share, shape the direction of the market.
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Tier 2: Challengers to the top tier; those that have the ability to get to the top tier if they execute properly but lack market share at this time to be considered a dominating vendor.
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Tier 3: Smaller competitors that are either at the bottom of the market share pool and/or are considered niche players only.
Status
How long (relative to other competitors and to the life of the market) the competitor has been active.
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Mature: In business long enough to have legacy product/ service base, and stable customer base.
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Established: Stable product and/or service base – and stable customer base – can survive market turmoil.
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Emerging: Delivering actual product but still a relatively small player in the market.
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Startup: Pre-product or service.
Momentum
General direction of the company relative to others in the industry.
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Very Positive: Quickly establishing a market-leading position in both sales and industry-buzz.
Neutral: Holding steady, no real gain or decline in market movement.
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Negative: Beginning to lose market share and market leadership (perceived or actual).
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Very Negative: Steep decline in market share or industry leadership (perceived or actual).
Future Vision
How well the company understands the direction of the market, including customer requirements, business and social changes and innovation.
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Very Positive: When company talks, market listens carefully. Offers innovations consistently and management team respected for ability to shape markets.
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Positive: Clearly communicates overall vision and plans for the market, occasionally offers ground-breaking direction to the overall market.
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Neutral: Neither market leader nor follower, company’s communication of vision is uninspiring.
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Negative: Poor communication and/or execution of strategic vision. Changes “vision story” frequently, appears indecisive on how to approach market(s).
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Very Negative: Consistently follows the market leaders, fails to communicate strategic vision, very little understanding of customer and market requirements.
Available Supplier Assessments
