Structured Cabling: New Dynamics, New Leader

Schneider Digilink has finally made it to the top in channel mindshare; D-Link is a surprise close second while TYCO finishes third in perhaps its lost appearance in this category

Structured cabling is one category in the Channel Satisfaction Survey 2015 where the changes in fortune for vendors have been affected by the change in consumption across verticals. The unpredictable market and rupee depreciation against the dollar led to dip in demands from the telecom and BFSI sectors; the increasing bandwidth requirements, on the other hand, is fueling growth in education and hospitality, while infrastructure projects is also opening up avenues in the government for structured cabling vendors.

In this changing scenario, therefore it was not a surprise to see Schneider Digilink emerging as the new channel favorite. Diversity of its product range, price vs performance ratio and overall product reliability kept Schneider Digilink on a strong wicket for the channel partners. Partners also appreciate Schneider’s quality of marketing manpower, innovative market development programs and funds allocated for partner marketing. They are also satisfied with Schneider’s communication, training and certification programs and reward systems.

Immediately behind Schneider Digilink and close on its heels comes D-Link at #2, a new entrant in top 5 this year based on its popularity in the education and hospitality sectors. Partners are happy with D-Link’s after sales support efforts and its commercial terms. The presence of service centers in multiple cities, ability to provide repair and replacement services and its promptness in stock replacement particularly endears it to the partners.

Last year’s winner TE Connectivity (or Tyco) has been relegated to #3 overall; on every major parameter except commercial terms it was the third choice for partners behind Schneider Digilink and D-Link. Some partners are still happy with TE’s credit policies and settlement of back-end incentives. Though with Commscope’s acquisition of TE in January 2015, not only will the dynamics of the structured cabling market change, even the survey results will get impacted next year. This year though R&M pipped Commscope to #4 based on its stronger showing in commercial terms.

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