Networking- Cisco, The Best Networked

Another category added this year in DQC-CMR Channel Satisfaction Survey is networking and the product line evaluated under this segment are routers, switches, and modems. The companies that were part of this survey include HP, D-Link, Cisco, Avaya, and Digilink, and as per the ratings given by the channel partners, Cisco has emerged as the clear winner amongst all.

In fact, Cisco has been well endorsed by the partners for its networking line of products. Though the race was quite close between Cisco and HP, the former ruled the roost with its overall product quality, commercial terms, and relationship management. The company is well ahead of its competitors in having diversity of the product range, by scoring 95 in this sub-parameter. Its networking products also offer value for money to both partners as well as customers, which are clearly suggested by its score in price versus performance ratio. While the channel partners are impressed with Cisco's product pricing, credit policy, and flexibility in commercial terms, the company needs to pull up its socks when it comes to being prompt in communicating the schemes/incentive programs to them. On the other hand, HP has been very competent and always made available the services of its account managers/helpdesk for the partners.

Besides, its ability to provide satisfactory repair and replacement services, turnaround time, technical expertise to resolve problems, and presence of its service centers across the country have really gone down well with the channels. Also, the profit margins given by HP, its reward systems, consistency and effectiveness of communication with partners as well as consistency in honoring commitments made by its personnel are the areas where the company has scored considerably well over its competitors.

D-Link has maintained technological leadership in this domain, as it products are not only user- friendly but also conform to specifications. And not to be surprised, the company has scored 100 in the overall product reliability and 92 in being transparent in commercial terms and policies. D-Link also leads the pack with its advertising strategies, point of sales material, innovativeness of market development programs, and allocation of funds for marketing. It has also been very proactive in its service approach as well as prompt in stock replacement in comparison to all the other players. However, it has to have dedicated personnel for maintaining relationship with the partners, as the scoring is very low (59.3).

Though Avaya is ranked at the fourth position, there is nothing worth mentioning; whereas Digilink at the fifth rank has created a niche for itself. In providing marketing support to its partners, the company has scored 100 for keeping a very competent team to carry out the marketing activities. Even the company's efforts towards providing online support to the channels are exemplary.