ConSentry Introduces Branch Office Switch and “Universal” Endpoint Support

On May 7th ConSentry Networks introduced a secure-switching strategy that enables enterprises to migrate their LANs beyond “blind trust” connectivity to a service delivery solution that controls every user and secures every port. ConSentry secure switching provides full control over all users and devices, along with in-depth application knowledge, across a family of wire-speed platforms.

Recommended Competitive Responses

► Cisco should point to recent primary research from Current Analysis (2007 NAC Enterprise Demand Survey), which demonstrates that it is by far the most trusted vendor for delivering NAC client agents. This is especially true when compared to pure-play NAC vendors, who universally score poorly as a trusted provider of NAC agents.

► Juniper and other hardcore Trusted Computing Group members should suggest that ConSentry’s Universal Endpoint Interoperability pledge is just so much marketing bluster. They should suggest that agent consolidation will happen sooner rather than later and that TNC is leading the way.

► These and other switch vendors should continue to raise FUD regarding the maturity of ConSentry’s switching products. Questions about maturity, reliability, and scalability are easy to raise about a company that has been selling such critical infrastructure for less than two years.

Recommended End User/Customer Responses

► Existing ConSentry customers should be pleased with these announcements. In particular, the introduction of the CS-4024 switch provides enterprises with much more flexibility in deployment options, particularly in branch office applications.

► The endpoint interoperability announcement also provides existing clients with additional deployment flexibility. The ability to mix and match NAC components will increasingly become an important differentiator for NAC vendors and broad support for NAC agents will be an important enabler of that capability.

► Prospects should take ConSentry’s “wiring closet is dead” pitch with a grain of salt, but should take a hard look at the company’s NAC solutions. The company scores highly in delivering identity-aware access control and post admission threat protection capabilities.

Extreme Networks Brings the WLAN into the Fold with its Universal Port

On April 23rd Extreme Networks, Inc. announced a new series of its high-performance Summit Wireless Mobility (WM) products, a modular wireless LAN platform that boasts unified security and management capabilities for high-performance wired and wireless networks.

Recommended Competitive Responses

► Competitors need to highlight the fact that the main advantage of the Extreme’s WM controllers, the integration with Universal Port Manager, only matters for existing Extreme customers or those willing to invest fully in an Extreme Networks infrastructure.

► Competitors such as Cisco need to stress that Extreme’s options are limited, with only two controller options and a single access point option, whereas competitors offer a wide range of controllers and access points to meet a wide range of needs.

► Competitors that currently offer redundancy using a dedicated controller should develop a paired failover similar to Extreme’s solution.

Recommended End User/Customer Responses

► Existing Extreme Networks customers should look seriously at the Wireless Mobility products, as they leverage much of the work already done in managing the wired switches and apply those same rules to the wireless infrastructure.

► Customers evaluating Extreme Networks’ WM controllers should look closely at their environment to make sure that Extreme supports it. Enterprises with harsh or outdoor requirements will currently have to look elsewhere.

► Customers evaluating Extreme Networks should be aware that one of the primary advantages of the WM 200/2000, support for Universal Port Manager, is a benefit only to those customers with an existing Extreme Networks infrastructure. Thus, prospective customers must evaluate whether they are willing to invest fully in an Extreme Networks infrastructure to gain this benefit.

Cisco’s Catalyst 6500 Series is on the Edge

On April 30th Cisco launched its Campus Communication Fabric vision with the announcement of the Cisco Catalyst 6500 Series Supervisor Engine 32 with PISA technology. Enabling the Catalyst 6500 to function as an edge switch, the new product allows an entire campus to function on a single switch platform and image from core to edge.

Recommended Competitive Responses

► Extreme should point out that its “Design Equity” concept is based on the same kind of single platform/single image vision that Cisco is implementing in its “Campus Communications Fabric” concept.

► Extreme should emphasize the unique mix of high availability, high security and application support features in its Summit X250 Series 10/100 edge switch. While the same features can be found in competitors’ switches, this particular set of features is currently unavailable from any other vendor’s low-end edge switch at a similar price point.

► Most competing vendors should launch their “single image” switch campaigns armed with independent TCO studies to verify claims that they are “cheaper than Cisco” even in light of Cisco’s single platform strategy for the campus.

Recommended End User/Customer Responses

► Both existing and prospect customers should insist upon a set of decision criteria for when to deploy a 6500 Series switch at the campus edge and when to consider a Catalyst 4500 Series switch.

► Customers should not only embrace but begin to demand a “single image” strategy when evaluating switching products, both at the core and at the edge. Not only does it lessen the load for IT staff charged with tracking and deploying updates, it opens the door for vendors to deliver enhancements quickly and more consistently.

► Customers should include security features as part of their buying criteria when evaluating solutions for the campus. Isolating malware and viruses at the edge not only prevents these attacks from reaching the network core, but protects the end-users from internal threats from peers.

Mitel Takes Aggressive Approach to Growth with Proposed Inter-Tel Acquisition

On April 26th Mitel Networks announced plans to purchase Inter-Tel for approximately USD 723 million. The combined company would be a leader in SMB communications systems, with operations in 90 countries, and revenues of over USD 800 million, twice those of Mitel today.

Recommended Competitive Responses

► Cisco, Avaya, NEC, and Nortel should take every measure to protect their bases of SMB customers and reseller channels. Mitel will likely be making a push to leverage synergies with Inter-Tel that will improve product manufacturing, distribution, and perhaps pricing.

► Alcatel-Lucent, Siemens Enterprise Communications, and Ericsson should expect the combined Mitel-Inter-Tel to be perhaps stronger in the UK market, but not other European regions.

► SMB specialists Vertical Communications, ShoreTel, Interactive Intelligence, and 3Com should approach installed Inter-Tel customers during the next several months when uncertainty about future product development and support can readily be called out in attempts to win them over.

Recommended End User/Customer Responses

► Existing Inter-Tel customers should expect no near-term change in how their communications products are supported. Mitel is purchasing Inter-Tel to increase market share and revenue; therefore, it is not in Mitel’s best interest to make any rash moves that would alienate Inter-Tel SMB customers and resellers.

► Existing Mitel customers should acquaint themselves with the Inter-Tel managed service offering that has been a competitive differentiator for the company. It is likely that something very similar will be made available to them before long.

► Enterprises considering the purchase of new Inter-Tel PBX systems should seek guidance from the company on how an acquisition from Mitel will affect products in the long term. This guidance should include detailed product integration, R&D roadmaps, and information on what Mitel and Inter-Tel products will be covered under a combined company’s leasing/managed services program.