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Magic Quadrant for the Wired and Wireless

LAN Access Infrastructure


3 September 2013 ID:G00248361
Analyst(s): Tim Zimmerman, Mark Fabbi
VIEW SUMMARY
We evaluate a variety ! net"rkin# ven$r% &rvi$in# a''e%% layer 'nne'tivity( )en$r% mu%t *ave an
en$+t+en$ *ar$"are %lutin, but in'rea%in#ly, ven$r $i!!erentiatin 'enter% n net"rk %ervi'e%,
in'lu$in# #ue%t a''e%%, nbar$in#, %e'urity an$ mana#ement tl%(
Market Definition/Description
T*i% $'ument "a% revi%e$ n , -e&tember 2013( T*e $'ument yu are vie"in# i% t*e 'rre'te$
ver%in( Fr mre in!rmatin, %ee t*e .rre'tin% &a#e n #artner('m(
T*e a''e%% layer market 'n%i%t% ! ven$r% t*at %u&&ly "ire$ an$ "irele%% net"rkin# *ar$"are an$
%!t"are 'm&nent% t*at &rvi$e 'nne'tivity t t*e in!ra%tru'ture a''e%% layer, !rm t*e e$#e ! t*e
enter&ri%e net"rk t t*e en$ u%er( T*e market %u&&rt% t*ree ty&e% ! a''e%% layer ven$r%:
T*%e t*at &rvi$e t*eir "n "ire$ an$ "irele%% in!ra%tru'ture 'nne'tivity, net"rk %ervi'e
a&&li'atin% an$ %ervi'e%(
T*%e t*at mainly !'u% n a %&e'i!i' 'nne'tivity &tin, !ten !!erin# ne r mre verti'al
market% r $e&lyment %lutin% t*at a$$re%% a uni/ue %et ! market re/uirement%(
T*%e t*at u%e a %trate#i' &artner t &rvi$e a &rtin ! t*e a''e%% %lutin( It i% im&rtant t*at
t*e%e ven$r% &rvi$e $i!!erentiatin# !un'tinality t*at %*"% "*y t*e ven$r% 'lle'tively &rvi$e
a better !!er t enter&ri%e%, rat*er t*an bein# 'n%i$ere$ %e&arately(
0n in'rea%in# number ! enter&ri%e% 'ntinue t tell u% t*ru#* 'lient in/uirie% t*at t*ey $ nt "ant t
*ave t make tra$e+!!% bet"een t*e %e'urity an$ mana#ement ! t*eir "ire$ an$ "irele%% a''e%%
net"rk%( In a$$itin t "ire$ r "irele%% *ar$"are, a''e%% layer %lutin% mu%t in'lu$e mana#ement,
%e'urity, #ue%t a''e%% an$ &lannin# %ervi'e% in an inte#rate$ a''e%% net"rk %lutin( Wit* limite$
#r"t* in IT re%ur'e%, a$mini%tratr% re/uire ne net"rk mana#ement a&&li'atin, ne a''e%%
%e'urity %lutin, ne #ue%t a''e%% a&&li'atin, r a &li'y en!r'ement %lutin "it* t*e !le1ibility t be
$e&lye$ in a &ubli' 'lu$ r n+&remi%e%( T*i% inte#ratin re$u'e% &eratinal ver*ea$ an$ eliminate%
t*e &tential !r 'n!li'tin# &li'ie% a% u%er% a''e%% t*e net"rk "it* an in'rea%in# number ! $iver%e
$evi'e%( W*ile t*e tren$ !avrin# inte#ratin i% in'rea%in#ly 'lear, ven$r% *ave been %l" t rea't a%
'n%li$atin ! %in#le ven$r %lutin% 'ntinue% t evlve(
0% t*e "ire$ an$ "irele%% a''e%% layer 'ntinue% t 'nver#e, mi#ratin !rm e1i%tin# $e&lye$
te'*nl#y i% an im&rtant 'n%i$eratin, e%&e'ially "it* t*e in'rea%e$ li!e e1&e'tan'y ! %"it'*e% an$
a''e%% &int%( T*i% *a% %&a"ne$ ne" an$ $i!!erentiate$ multiven$r 'a&abilitie% t %im&li!y an$
&timi2e in!ra%tru'ture a$mini%tratin, t &rvi$e a %li$ !un$atin an$ 'ntinuity in net"rkin#
'mmuni'atin% at t*e e$#e ! t*e net"rk(
Increasing the Role of Networ Ser!ices
3et"rk a$mini%tratr% are lkin# !r net"rk %ervi'e a&&li'atin% t*at a$$re%% "ire$ an$ "irele%%
'lient% in'lu$in# a''e%% layer %ervi'e% %u'* a%:
4li'y en!r'ement t*at &rvi$e% a''e%% t a&&li'atin% an$ &art% ! t*e net"rk ba%e$ n
're$ential%, a% "ell a% 'nte1t+a"are variable% %u'* a% l'atin( T*i% i% &arti'ularly u%e!ul in brin#
yur "n $evi'e 5678D9 %'enari%(
Inte#rate$ net"rk mana#ement t*at i% a"are ! "ire$ 'm&nent% an$ i% "irele%% :03 5W:039+
ven$r+in$e&en$ent(
8nbar$in# %ervi'e%, in'lu$in# $evi'e aut*enti'atin an$ u%er aut*ri2atin %ervi'e% !r 678D
&r#ram% t*at %u&&rt many &eratin# %y%tem% an$ $evi'e &%ture%(
3et"rk !ren%i'% tl% t $etermine "*at i% *a&&enin# a'r%% t*e entire a''e%% layer(
Intru%in $ete'tin an$ &rte'tin !r "ire$ an$ "irele%% a''e%%(
-u&&rt !r vi'e an$ vi$e a&&li'atin% by a$$in# !eature% %u'* a% re$u'e$ ;itter, a"arene%% an$
mnitrin# ! vi'e an$ vi$e /uality, an$ !i1e$ mbile 'nver#en'e 'a&abilitie%(
:'atin+ba%e$ %ervi'e%, 'nte1t+riente$ %ervi'e% an$ a%%et mana#ement(
0% ven$r% 'ntinue t e1&an$ !un'tinality, t*ey "ill &rvi$e a$$itinal in!rmatin abut u%a#e an$
tra!!i' t a$mini%tratr%, enablin# enter&ri%e% t ma1imi2e t*e &r$u'tivity an$ <8I ! all a''e%%+layer
'nne'tivity(
EVALUATION CRITERIA DEFINITIONS
Ability to Execute
"ro#$ct%Ser!ice: .re #$% an$ %ervi'e% !!ere$ by
t*e ven$r !r t*e $e!ine$ market( T*i% in'lu$e%
'urrent &r$u't=%ervi'e 'a&abilitie%, /uality, !eature
%et%, %kill% an$ % n, "*et*er !!ere$ natively r
t*ru#* 8>M a#reement%=&artner%*i&% a% $e!ine$ in
t*e market $e!initin an$ $etaile$ in t*e %ub'riteria(
&!erall 'iability: )iability in'lu$e% an a%%e%%ment !
t*e verall r#ani2atin?% !inan'ial *ealt*, t*e !inan'ial
an$ &ra'ti'al %u''e%% ! t*e bu%ine%% unit, an$ t*e
likeli*$ t*at t*e in$ivi$ual bu%ine%% unit "ill 'ntinue
inve%tin# in t*e &r$u't, "ill 'ntinue !!erin# t*e
&r$u't an$ "ill a$van'e t*e %tate ! t*e art "it*in t*e
r#ani2atin?% &rt!li ! &r$u't%(
Sales ()ec$tion%"ricing: T*e ven$r?% 'a&abilitie% in
all &re%ale% a'tivitie% an$ t*e %tru'ture t*at %u&&rt%
t*em( T*i% in'lu$e% $eal mana#ement, &ri'in# an$
ne#tiatin, &re%ale% %u&&rt, an$ t*e verall
e!!e'tivene%% ! t*e %ale% '*annel(
*aret Responsi!eness%Recor#: 0bility t re%&n$,
'*an#e $ire'tin, be !le1ible an$ a'*ieve 'm&etitive
%u''e%% a% &&rtunitie% $evel&, 'm&etitr% a't,
'u%tmer nee$% evlve an$ market $ynami'% '*an#e(
T*i% 'riterin al% 'n%i$er% t*e ven$r?% *i%try !
re%&n%ivene%%(
*areting ()ec$tion: T*e 'larity, /uality, 'reativity
an$ e!!i'a'y ! &r#ram% $e%i#ne$ t $eliver t*e
r#ani2atin?% me%%a#e t in!luen'e t*e market,
&rmte t*e bran$ an$ bu%ine%%, in'rea%e a"arene%%
! t*e &r$u't%, an$ e%tabli%* a &%itive i$enti!i'atin
"it* t*e &r$u't=bran$ an$ r#ani2atin in t*e min$%
! buyer%( T*i% @min$ %*are@ 'an be $riven by a
'mbinatin ! &ubli'ity, &rmtinal initiative%,
t*u#*t lea$er%*i&, "r$ ! mut* an$ %ale% a'tivitie%(
+$stomer ()perience: <elatin%*i&%, &r$u't% an$
%ervi'e%=&r#ram% t*at enable 'lient% t be %u''e%%!ul
"it* t*e &r$u't% evaluate$( -&e'i!i'ally, t*i% in'lu$e%
t*e "ay% 'u%tmer% re'eive te'*ni'al %u&&rt r
a''unt %u&&rt( T*i% 'an al% in'lu$e an'illary tl%,
'u%tmer %u&&rt &r#ram% 5an$ t*e /uality t*ere!9,
availability ! u%er #ru&%, %ervi'e+level a#reement%
an$ % n(
&perations: T*e ability ! t*e r#ani2atin t meet it%
#al% an$ 'mmitment%( Fa'tr% in'lu$e t*e /uality !
t*e r#ani2atinal %tru'ture, in'lu$in# %kill%,
e1&erien'e%, &r#ram%, %y%tem% an$ t*er ve*i'le%
t*at enable t*e r#ani2atin t &erate e!!e'tively an$
e!!i'iently n an n#in# ba%i%(
Completene o! Viion
*aret ,n#erstan#ing: 0bility ! t*e ven$r t
un$er%tan$ buyer%? "ant% an$ nee$% an$ t tran%late
t*%e int &r$u't% an$ %ervi'e%( )en$r% t*at %*"
t*e *i#*e%t $e#ree ! vi%in li%ten t an$ un$er%tan$
buyer%? "ant% an$ nee$%, an$ 'an %*a&e r en*an'e
t*%e "it* t*eir a$$e$ vi%in(
*areting Strategy: 0 'lear, $i!!erentiate$ %et !
me%%a#e% 'n%i%tently 'mmuni'ate$ t*ru#*ut t*e
r#ani2atin an$ e1ternali2e$ t*ru#* t*e "eb%ite,
a$verti%in#, 'u%tmer &r#ram% an$ &%itinin#
%tatement%(
Sales Strategy: T*e %trate#y !r %ellin# &r$u't% t*at
u%e% t*e a&&r&riate net"rk ! $ire't an$ in$ire't
%ale%, marketin#, %ervi'e, an$ 'mmuni'atin a!!iliate%
t*at e1ten$ t*e %'&e an$ $e&t* ! market rea'*,
%kill%, e1&erti%e, te'*nl#ie%, %ervi'e% an$ t*e
'u%tmer ba%e(
&ffering ("ro#$ct) Strategy: T*e ven$r?% a&&ra'*
t &r$u't $evel&ment an$ $elivery t*at em&*a%i2e%
$i!!erentiatin, !un'tinality, met*$l#y an$ !eature
%et% a% t*ey ma& t 'urrent an$ !uture re/uirement%(
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Magic Quadrant
.ig$re 1/ Ma#i' Aua$rant !r Wire$ an$ Wirele%% 0''e%% :03
Source: Gartner (September 2013)
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Vendor Strengths and Cautions
Adtran
0$tran *a% a %trn# &re%en'e in t*e %ervi'e &rvi$er market an$ %ell% it% enter&ri%e !!erin# t*ru#*
$i%tributin &artner%, "it* an e1ten%ive re%eller '*annel t*at $e&ly% a''e%% layer %lutin% t a
$i%tribute$ enter&ri%e market( 0$tran *a% a##re%%ively inte#rate$ vW:03 int it% 3et)anta &r$u't%
an$ Internet"rkin# &rt!li, an$ 'ntinue% t market a %trn# )M"are relatin%*i&(
0$tran %*ul$ be 'n%i$ere$ !r e$u'atin a''e%% layer &&rtunitie%, but al% !r %lutin% n
$i%tribute$ enter&ri%e% an$ *%te$ an$ mana#e$ %ervi'e !!erin#%(
Strengths
T*e ven$r *a% e1ten%ive e1&erien'e "it* enter&ri%e% lkin# !r multitenant *%te$ r mana#e$
%ervi'e !!erin#% t*at levera#e it% n+.mman$ %uite ! mana#e$ %ervi'e &r$u'tivity tl%(
0$tran 3et)anta >t*ernet %"it'*in# a$$re%%e% verti'al+market+%&e'i!i' re/uirement% "it* it%
0'tiv<ea'* an$ 0'tiv.*a%%i% %lutin%(
0$tran?% "irele%% %lutin &la'e% all u%er 'ntrl an$ net"rk mana#ement n )M"are an$,
t*ere!re, "rk% 'l%ely "it* )M"are n a''e%% layer net"rkin# $e'i%in%(
+a$tions
>nter&ri%e% lkin# t $e&ly 0$tran %*ul$ revie" t*e available in!rmatin n a&&li'atin
!un'tinality !r re/uirement% %u'* a% #ue%t a''e%% an$ &li'y en!r'ement !un'tinality t en%ure
t*at it meet% t*eir %&e'i!i' nee$%, a% t*e &r$u't *a% been $e%i#ne$ t a$$re%% a bra$ *ri2ntal
market&la'e(
T*e ven$r *a% an e1ten%ive 3rt* 0meri'an $ire't an$ '*annel r#ani2atin( 8r#ani2atin%
%*ul$ re/ue%t re!eren'e% !r im&lementatin an$ %ervi'e ! a&&li'able 0$tran %lutin% ut%i$e !
3rt* 0meri'a(
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Aerohive Networks
0er*ive i% an a''e%% layer ven$r t*at $i!!erentiate% it%el! "it* t*e BiveMana#er net"rk %ervi'e
a&&li'atin% t*at &rvi$e an ea%y+t+u%e inter!a'e "it* &er+u%er /uality ! %ervi'e 5A-9, !le1ible
'nte1tual &li'y en!r'ement, an$ 'lient &r!ilin# n a 'ntrllerle%%, '&erative 'ntrl ar'*ite'ture(
T*e ven$r %ell% 100C in$ire't &rimarily in 3rt* 0meri'a an$ >M>0( 0er*ive?% !'u% *a% been n t*e
0$siness *o#el: T*e %un$ne%% an$ l#i' ! t*e
ven$r?% un$erlyin# bu%ine%% &r&%itin(
'ertical%In#$stry Strategy: T*e ven$r?% %trate#y
t $ire't re%ur'e%, %kill% an$ !!erin#% t meet t*e
%&e'i!i' nee$% ! in$ivi$ual market %e#ment%, in'lu$in#
verti'al market%(
Inno!ation: Dire't, relate$, 'm&lementary an$
%yner#i%ti' layut% ! re%ur'e%, e1&erti%e r 'a&ital !r
inve%tment, 'n%li$atin, $e!en%ive r &re+em&tive
&ur&%e%(
1eographic Strategy: T*e ven$r?% %trate#y t $ire't
re%ur'e%, %kill% an$ !!erin#% t meet t*e %&e'i!i'
nee$% ! #e#ra&*ie% ut%i$e t*e @*me@ r native
#e#ra&*y, eit*er $ire'tly r t*ru#* &artner%,
'*annel% an$ %ub%i$iarie% a% a&&r&riate !r t*at
#e#ra&*y an$ market(
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"irele%% :03, but it al% %*i&% "ire$ %"it'*in# &lat!rm% t mi$market an$ $i%tribute$ enter&ri%e% an$
%mall bran'* ruter=)43 $evi'e% !r a 'm&lete a''e%% layer %lutin(
3et"rk %ervi'e a&&li'atin% !r %e'urity, #ue%t a''e%%, net"rk mana#ement an$ &li'y en!r'ement
'an be $e!ine$ n an a&&lian'e r in t*e 'lu$ be!re bein# &u%*e$ t t*e e$#e ! t*e net"rk(
0er*ive %*ul$ be 'n%i$ere$ !r any verlay "irele%% :03 enter&ri%e &&rtunitie% in 3rt* 0meri'a,
We%tern >ur&e r Drea=0u%tralia=3e" Zealan$, e%&e'ially in t*e e$u'atin, *ealt*'are an$ retail
market%( It% 'ntrllerle%%, me%*+ba%e$ ar'*ite'ture make% it a %tan$ar$ bearer !r market &ri'in# !
e/uivalent !un'tinality( 0er*ive?% innvatin an$ !'u%e$ market me%%a#in# are $rivin# annual
#r"t* mu'* *i#*er t*an t*e W:03 market(
Strengths
T*e brea$t* ! 0er*ive?% internally $evel&e$ net"rk %ervi'e a&&li'atin% !r %e'urity, net"rk
mana#ement an$ &li'y en!r'ement, "*i'* a$$re%% "ire$ an$ "irele%% 'nne'tivity a% "ell a% a
%tate!ul !ire"all, mean% t*at 0er*ive 'ntinue% t e1'ee$ t*e nee$% ! enter&ri%e%(
0er*ive !!er% &tin% !r t*e $e&lyment ! net"rk+ba%e$ %ervi'e% E eit*er n an n+&remi%e%
%erver, in t*e 'lu$ r t*ru#* mana#e$ %ervi'e%( T*i% #ive% it% 'u%tmer% a "i$e ran#e ! '*i'e%
"*en $e&lyin# t*eir "ire$ r "irele%% ar'*ite'ture%(
0er*ive 'u%tmer% #ave *i#* mark% !r it% e1&erien'e, in'lu$in# %ale%, %u&&rt an$ &er!rman'e
! t*e %lutin(
+a$tions
BiveMana#er *a% t*e ability t mana#e t*ir$+&arty "ire$ an$ "irele%% 'lient% but, $e&en$in# n
t*e ven$r, 'an re/uire an a$$itinal mana#ement a&&li'atin t be u%e$ in 'n;un'tin "it* t*e
0er*ive &rtin ! t*e a''e%% layer %lutin(
0er*ive 'ntinue% t #r" !a%ter t*an t*e market, but i% %till a %maller, &rivate 'm&any( It
nee$% t in'rea%e it% marketin# 'mmuni'atin% t #ain a$$itinal vi%ibility( Wit*ut a $ire't %ale%
r#ani2atin, t*e ven$r nee$% t inve%t *eavily in it% '*annel%F t*er"i%e, enter&ri%e% "ill be
relu'tant t "rk t*ru#* 0er*ive?% '*annel !r bt* %ale% an$ %u&&rt(
0er*ive *a% %u&&lie$ it% 6< %mall bran'* &r$u't% t t*e mi$market an$ $i%tribute$ enter&ri%e,
but lar#er, 'am&u%+ba%e$ enter&ri%e% nee$ t te%t t*e lar#er an$ mre !un'tinal -< %"it'* !amily
a% t*e ne" &art ! t*e &r$u't line !ill% in t*i% &art ! t*e en$+t+en$ a''e%% layer %lutin t*at
enter&ri%e% nee$ t $e&ly(
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Alcatel-Lucent Enterprise
0l'atel+:u'ent >nter&ri%e i% a %trn# 'am&u% an$ enter&ri%e ven$r( W*ile it i% a #lbal &layer "it* a
$ire't %ale% r#ani2atin, it% $i%tributin '*annel a''unt% !r 88C ! all %ale%( Gartner ty&i'ally %ee%
0l'atel+:u'ent m%t !ten in >M>0 "it* a #r"in# 3rt* 0meri'a &re%en'e(
0l'atel+:u'ent >nter&ri%e 'reate% %lutin bun$le% !r %mall, mi$%i2e an$ lar#e enter&ri%e%( It%
&re$minant tar#et market i% mi$%i2e an$ lar#e enter&ri%e% levera#in# t*e ven$r?% 'nver#e$ 'am&u%
net"rk %lutin, but it may be &art ! lar#er 0l'atel+:u'ent !!erin#% t*at 'mbine tele&*ny an$=r
'arrier %lutin%( 0l'atel+:u'ent >nter&ri%e?% marketin# !'u% *a% been #lbal !r enter&ri%e verti'al%,
"it* a &arti'ular !'u% n e$u'atin, *ealt*'are, *%&itality an$ #vernment, a% "ell a% n %trate#i'
in$u%trie% "it* lar#e, $i%tribute$ net"rk% 5%u'* a% ener#y, utilitie% an$ tran%&rtatin9( 0l'atel+:u'ent
>nter&ri%e %*ul$ be n any >ur&ean r 3rt* 0meri'an "ire$ r "irele%% in!ra%tru'ture %*rtli%t, "it*
'n%i$eratin !r t*er #e#ra&*i'al area%(
Strengths
T*e ven$r *a% a %trn# net"rkin# %trate#y t*at &rvi$e% an en$+t+en$ a''e%% layer %trate#y
utili2in# it% 8mni-"it'* te'*nl#y an$ levera#in# 0ruba W:03 'm&nent%, "*i'* all"% it%
In%tant 'ntrllerle%% ar'*ite'ture t be %eamle%%ly marrie$ t t*e 0l'atel+:u'ent >nter&ri%e
%"it'*e%(
0l'atel+:u'ent >nter&ri%e?% G%er 3et"rk 4r!ile 5u349 an$ 8mni)i%ta net"rk %ervi'e a&&li'atin%
&rvi$e #ue%t a''e%%, 'lient nbar$in#, %e'urity an$ &li'y en!r'ement "*i'* 'an be $elivere$
a'r%% t*e "ire$ r "irele%% in!ra%tru'ture "it* t*e !le1ibility ! eit*er n+&remi%e% r a 'lu$
$elivery m$el(
T*e ven$r?% 0&&li'atin Fluent 3et"rk %trate#y "it* en*an'e$ a&&li'atin !in#er&rintin#
&rvi$e% $i!!erentiatin t*at $ete't% %&e'i!i' tra!!i', a%%i#n% treatment an$ mnitr% t*e vi%ibility t
a%%ure t*e /uality ! t*e a&&li'atin !l" a'r%% t*e a''e%% layer( 0l'atel+:u'ent >nter&ri%e *a%
%&e'i!i' 'a&abilitie% !r vi'e, vi$e an$ *%te$ virtual $e%kt&%(
+a$tions
W*ile t*e ven$r *a% ma$e %i#ni!i'ant &r#re%% t"ar$ in'rea%in# it% vi%ibility in t*e 3rt*
0meri'an market, it 'ntinue% t be better+kn"n in >ur&e(
0l'atel+:u'ent >nter&ri%e?% a''e%% layer %lutin i% $e&en$ent n 0ruba 3et"rk?% W:03
te'*nl#y( T*e la'k ! internal 'ntrl !r t*i% im&rtant a''e%% layer 'a&ability limit% 0l'atel+
:u'ent >nter&ri%e?% ability t re%&n$ t '*an#in# market nee$%, r "*en t*eir re/uirement% $i!!er
!rm t*e tar#et market% t*at 0ruba i% lkin# t &enetrate(
:imite$ '*annel%, a''unt 'vera#e an$ market vi%ibility in 'ertain re#in% 'ntinue t limit 0l'atel
+:u'ent >nter&ri%e?% &&rtunitie% t %ell an$ %ervi'e "*ere it% %lutin meet% t*e market nee$%(
Ret$rn to -op
Aruba Networks
H 2013 Gartner, In'( an$=r it% a!!iliate%( 0ll ri#*t%
re%erve$( Gartner i% a re#i%tere$ tra$emark ! Gartner,
In'( r it% a!!iliate%( T*i% &ubli'atin may nt be
re&r$u'e$ r $i%tribute$ in any !rm "it*ut GartnerI%
&rir "ritten &ermi%%in( I! yu are aut*ri2e$ t a''e%%
t*i% &ubli'atin, yur u%e ! it i% %ub;e't t t*e G%a#e
Gui$eline% !r Gartner -ervi'e% &%te$ n #artner('m(
T*e in!rmatin 'ntaine$ in t*i% &ubli'atin *a% been
btaine$ !rm %ur'e% believe$ t be reliable( Gartner
$i%'laim% all "arrantie% a% t t*e a''ura'y, 'm&letene%%
r a$e/ua'y ! %u'* in!rmatin an$ %*all *ave n
liability !r errr%, mi%%in% r ina$e/ua'ie% in %u'*
in!rmatin( T*i% &ubli'atin 'n%i%t% ! t*e &inin% !
GartnerI% re%ear'* r#ani2atin an$ %*ul$ nt be
'n%true$ a% %tatement% ! !a't( T*e &inin% e1&re%%e$
*erein are %ub;e't t '*an#e "it*ut nti'e( 0lt*u#*
Gartner re%ear'* may in'lu$e a $i%'u%%in ! relate$
le#al i%%ue%, Gartner $e% nt &rvi$e le#al a$vi'e r
%ervi'e% an$ it% re%ear'* %*ul$ nt be 'n%true$ r u%e$
a% %u'*( Gartner i% a &ubli' 'm&any, an$ it%
%*are*l$er% may in'lu$e !irm% an$ !un$% t*at *ave
!inan'ial intere%t% in entitie% 'vere$ in Gartner re%ear'*(
GartnerI% 6ar$ ! Dire'tr% may in'lu$e %enir
mana#er% ! t*e%e !irm% r !un$%( Gartner re%ear'* i%
&r$u'e$ in$e&en$ently by it% re%ear'* r#ani2atin
"it*ut in&ut r in!luen'e !rm t*e%e !irm%, !un$% r
t*eir mana#er%( Fr !urt*er in!rmatin n t*e
in$e&en$en'e an$ inte#rity ! Gartner re%ear'*, %ee
JGui$in# 4rin'i&le% n In$e&en$en'e an$ 8b;e'tivity(K
0but Gartner L .areer% L 3e"%rm L 4li'ie% L -ite
In$e1 L IT Gl%%ary L .nta't Gartner
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0ruba 3et"rk% 'ntinue% t !'u% n t*e a''e%% layer an$ in'lu$e% "ire$ %"it'*in#( .lient% tell Gartner
t*ru#* 'lient in/uirie% t*at .lear4a%% i% &rvi$in# %i#ni!i'ant lea$er%*i& "it* it% "ire$ an$ "irele%%,
multiven$r 'lient nbar$in#, %e'urity an$ #ue%t a''e%% %uite ! a&&li'atin% t a$$re%% 'r&rate+
"ne$ a% "ell a% 678D 'lient $evi'e%( .mbine$ "it* it% In%tant "irele%% :03, an$ t*e brea$t* ! it%
a$$itinal "irele%% 'm&nent% an$ "ire$ %"it'*e%, t*e ven$r i% a ne+%t& %*& t*at *a% t*e ability t
'm&ete in any enter&ri%e a''e%% layer &&rtunity( T*e ven$r al% 'ntinue% t inve%t in te'*nl#y
t im&rve t*e a''e%% layer e1&erien'e, in'lu$in# .lientMat'*, 0&&<F an$ it% u&'min# 0ruba .entral(
0ruba 3et"rk?% tar#et verti'al% in'lu$e e$u'atin 5*i#*er e$u'atin an$ D+129, *ealt*'are, !inan'ial
%ervi'e%, !e$eral #vernment, %ervi'e &rvi$er%, retail an$ *%&itality( T*e ri#*t%i2in# me%%a#e
im&lemente$ "it* it% Mve ar'*ite'ture make% 0ruba an a&&r&riate '*i'e !r any enter&ri%e
&&rtunity, e%&e'ially "*ere %e'urity, multiven$r mana#ement r tele"rkin# are *i#*+&ririty
'riteria(
Strengths
0ruba 3et"rk% maintain% ne ! t*e lar#e%t &rt!li% ! a''e%% layer 'm&nent%, in term% !
a''e%% &int% an$ %"it'*e%, a&&ealin# t nearly all net"rk $e%i#n ty&e% an$ &ri'e &int%(
>nter&ri%e% lkin# t e1ten$ uni!ie$ 'mmuni'atin% an$ 'llabratin t mbile $evi'e% %*ul$
'n%i$er t*e ven$r be'au%e it &rvi$e% t*e nly "irele%% :03 /uali!ie$ !r Mi'r%!t :yn'(
0ruba 3et"rk?% .lear4a%% &li'y en!r'ement an$ 0irWave net"rk mana#ement &rvi$e a %uite
! %in#le &li'y a&&li'atin% !r "ire$ an$ "irele%% multiven$r enter&ri%e%( .lear4a%% 'ntinue% t
be a %trn# $i!!erentiatr !r t*e a''e%% layer a% 'm&etitive &r$u't% 'ntinue t '*allen#e it%
lea$er%*i& &%itin(
T*e ven$r?% In%tant a''e%% &int !amily all"% enter&ri%e% t make a '*i'e bet"een le#a'y
'ntrller+ba%e$ ar'*ite'ture% an$ ne"er 'ntrllerle%% ne%, "*i'* *ave been "ell re'eive$ in t*e
%mall r mi$%i2e bu%ine%% 5-M69 market, but al% able t %'ale t ver 8,000 a''e%% &int%(
Mre t*an 40 #lbal %ervi'e &rvi$er% n" u%e 0ruba 3et"rk% a% &art ! t*eir mana#e$ %ervi'e
!!erin#, #ivin# enter&ri%e% t*e ability t ut%ur'e t*e e$#e ! t*e net"rk eit*er "it* n+
&remi%e% net"rk %ervi'e a&&li'atin% r in t*e 'lu$(
+a$tions
>nter&ri%e% mu%t u%e 0ruba 3et"rk?% 0irWave ver%in M(M r ne"er t #et ne" mana#ement
'a&abilitie% t re%lve i%%ue% %u'* a% t*e ability t 'n!i#ure In%tant a''e%% &int% "it*ut *avin#
t u&la$ t*e ima#e !r $i%tributin, a% "ell a% ne" -:0 metri'% !r $evi'e *ealt* an$ a&&li'atin
u%a#e(
>nter&ri%e% mu%t veri!y t*at re%eller%=$i%tributr% *ave t*e ability t %u&&rt t*e entire 0ruba
a''e%% layer %lutin t*ru#* veri!ie$ re!eren'e%(
Wit* t*e number ! ne" 0ruba &r$u't% an$ a&&li'atin% bein# relea%e$, enter&ri%e% mu%t veri!y
t*at t*e !un'tinality meet% t*eir re/uirement%( T*ey %*ul$ &ay %&e'ial attentin t en%ure t*at
re/uire$ re/ue%te$ 'a&abilitie% are nt in a$$itinal a&&li'atin% t*at are in'lu$e$ in t*e bill !
material%(
Ret$rn to -op
Avaya
0vaya 'ntinue% t &rvi$e %li$ "ire$ an$ "irele%% te'*nl#y !r t*e a''e%% layer an$ a %trn# value
&r&%itin( 6uil$in# n it% %trn# uni!ie$ 'mmuni'atin% &re%en'e, t*e ven$r 'ntinue% t re+
ener#i2e it% %ale% r#ani2atin t atta'* net"rkin# t it% in%talle$ ba%e an$ beyn$( 0vaya?%
multiven$r "ire$ an$ "irele%% I$entity >n#ine% a&&li'atin &rt!li i% t*e an'*r ! it% net"rk %ervi'e
a&&li'atin%, 678D an$ #ue%t a''e%%( T*e &rt!li in'lu$e% t*e I#nitin -erver, I#nitin Gue%t
Mana#er, I#nitin 0''e%% 4rtal, 4%ture, .0-> Wi2ar$ an$ 0nalyti'% a&&li'atin%( 3et"rk
mana#ement *a% a %e&arate %et ! 'm&nent%, in'lu$in# t*e .n!i#uratin an$ 8r'*e%tratin Mana#er
an$ )i%uali2atin 4er!rman'e an$ Fault Mana#er(
0vaya i% a #lbal ven$r, alt*u#* 3rt* 0meri'a an$ >M>0 are it% %trn#e%t #e#ra&*ie% an$ ali#n
"it* a %trn# #lbal 0vaya .nne't '*annel &r#ram t*at mve% 80C ! t*e %lutin%( T*e ven$r
!'u%e% n *ealt*'are, !inan'ial %ervi'e%, e$u'atin, *%&itality an$ %tate=l'al #vernment market% t
$eliver net"rkin# %lutin% E nt nly at t*e a''e%% layer, but al% int t*e $ata 'enter( .n%i$er
0vaya !r any a''e%% layer &&rtunitie% in t*eir tar#et market%, a% "ell a% 'm&lementary t t*er
0vaya %lutin% r any 3rtel net"rk re!re%* &r;e't%(
Strengths
0vaya !!er% a %'alable "ire$ an$ "irele%% a''e%% layer %trate#y "it* inte#rate$, en*an'e$
net"rk %ervi'e% !r enter&ri%e% t*at are lkin# !r an a''e%% layer %lutin( T*e -:0Mn tl
&rvi$e% $i!!erentiatin by &ra'tively mnitrin# t*e *ealt* ! t*e net"rk an$ $ete't% &rblem%
be!re a&&li'atin% are $e#ra$e$(
0vaya?% *erita#e "it* vi'e an$ uni!ie$ 'mmuni'atin% mean% !a%t, ea%y &rvi%inin#F %im&li!ie$
aut*enti'atin an$ autmati' /uality ! %ervi'e 5A-9 !r 0vaya Internet 4rt'l 5I49 &*ne% an$
$evi'e%(
0vaya %u&&rt% real+time tra'kin# ! t*e l'atin ! 'lient% "it* it% >N11 emer#en'y l'atin
%ervi'e%, a 'a&ability t*at %eamle%%ly inte#rate% "it* e1i%tin# >N11 in!ra%tru'ture !!erin#%(
0vaya %u&&rt% a %trn# >t*ernet %ta'kable &rt!li, "it* re'ent intr$u'tin% %u'* a% %ta'kin#
n ><- 3,00 an$ t*e e1ten%in ! it% innvative Fabri' .nne't %lutin 5ba%e$ n t*e %tan$ar$%+
ba%e$ -*rte%t 4at* 6ri$#in# !un$atin9 n t*e ><- 4800(
+a$tions
0vaya?% brea$t* in it% net"rk %ervi'e a&&li'atin% 'ater% t a bra$ ran#e ! 'u%tmer
re/uirement% !rm mi$%i2e t lar#e enter&ri%e%( >nter&ri%e% nee$ t evaluate t*e %&e'i!i'
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a&&li'atin% t*ey re/uire t en%ure t*ey are nt &ayin# !r a$$itinal !un'tinality t*at may nt be
nee$e$(
>nter&ri%e% in t*e 0%ia=4a'i!i' re#in an$ :atin 0meri'a a%%'iate 0vaya a% a tele&*ny %lutin
&rvi$er an$ may be le%% a"are ! it% net"rkin# an$ a''e%% layer !!erin#%( >nter&ri%e% %*ul$
%ele't re%eller% "it* t*e ability t &rvi$e a 'm&lete level ! %ervi'e in t*eir #e#ra&*y(
>nter&ri%e% mu%t 'n%i$er t*e ttal '%t ! "ner%*i& 5T.89 ! any a''e%% layer &ur'*a%e( 0vaya
&rvi$e% a limite$ li!etime "arranty n it% %"it'*in# &lat!rm%, but nly &rvi$e% 12+mnt*
*ar$"are an$ t*ree+mnt* %!t"are "arrantie% n it% "irele%% 'm&nent%( T*e in$u%try *a%
mve$ t &rvi$in# a limite$ li!etime "arranty(
Ret$rn to -op
Cisco
.i%' 'ntinue% t be t*e lar#e%t ven$r an$ market %*are lea$er in t*e enter&ri%e "ire$ an$ "irele%%
in!ra%tru'ture market( T*e a'/ui%itin ! Meraki, t*e relea%e ! t*e .ataly%t 38,0 an$ t*e m$ularity !
t*e 043600 %erie% 'ntinue t &ut a "in$ int t*e %ail% ! .i%'?% 8ne 4li'y, 8ne Mana#ement an$ 8ne
3et"rk me%%a#in#( 0 %trn# '*annel 'mbine$ "it* a #lbal &re%en'e mean% t*at .i%' 'ntinue% t
be n t*e %*rtli%t !r all a''e%% layer &&rtunitie%(
.i%'?% 4rime In!ra%tru'ture an$ I$entity -ervi'e% >n#ine 5I->9 a&&li'atin% &rvi$e mana#ement,
%e'urity an$ &li'y net"rk %ervi'e a&&li'atin !un'tinality !r bt* "ire$ an$ "irele%%( 0$$itinally,
t*e ven$r *a% enable$ l'atin+ba%e$ %ervi'e% a% &art ! it% .nne'te$ Mbile >1&erien'e% 5.MO9,
"*i'* enable% ne" a&&li'atin% ba%e$ n net"rk analyti'% t 'reate bu%ine%% relevan'e in tar#ete$
verti'al market%( .i%' !'u%e% n t*e &ubli' %e'tr, *ealt*'are, e$u'atin, an$ retail market%, in'lu$in#
*%&itality( .i%' %*ul$ be 'n%i$ere$ !r any lar#e enter&ri%e r mi$market &&rtunity(
Strengths
T*e m$ularity ! t*e 043600 %erie% &rvi$e% .i%' "it* t*e ability t $eliver 802(11n n", an$
&rvi$e% an 802(11a' m$ule !r u&#ra$e$ &er!rman'e(
T*e ne" .ataly%t 38,0 i% .i%'?% !ir%t I8-+ba%e$ "irele%% 'ntrller, &rvi$in# a %"it'*in#
ar'*ite'ture t*at inte#rate% "irele%% !un'tinality( T*e 38,0 'me% at n in'remental '%t,
'm&are$ "it* t*e e/uivalent 3M,0+O, "it* an in'rea%e in %ta'kin# %&ee$ an$ "irele%% re%ilien'y(
T a$$re%% t*e mi$market .i%' *a% e1&an$e$ it% %lutin &rt!li an$ a'/uire$ Meraki( .i%'
Meraki?% 'lu$+ba%e$ ar'*ite'ture &rvi$e% in$u%try+lea$in# $evi'e &r!ilin# a% "ell a% %ub%'ri&tin
+ba%e$ 'lu$ a&&li'atin% t*at in'lu$e tra!!i' %*a&in#, W03 &timi2atin an$ 'ntent !ilterin#( T*i%
%lutin %*ul$ be 'n%i$ere$ !r any l'atin t*at i% a&&r&riate !r 'lu$+ba%e$ mana#ement(
.i%'?% .MO all"% venue% t $ete't, 'nne't, en#a#e an$ !!er 'nte1tual l'atin+ba%e$ %ervi'e%
t t*eir mbile u%er%( .MO &rvi$e% better l'atin a''ura'y t*ru#* t*e Aual'mm=.i%'
relatin%*i&, an$ a $a%*bar$ t*at $eliver% !l" analyti'% 5!rm t*e T*ink-mart Te'*nl#ie%
a'/ui%itin9, a% "ell a% G<:, $evi'e an$ u%er analyti'%(
+a$tions
.i%' 4rime !!er% "ire$ an$ "irele%% mana#ement "it* inte#rate$ u%er a&&li'atin e1&erien'e,
but e1e'utin an$ $elivery n t*e ra$ ma& !r a$$itinal u&#ra$e% !r a %in#le a''e%% layer
e1&erien'e are nee$e$ !r 4rime t remain 'm&etitive(
G&$ate% !r I-> *ave been annun'e$ in ver%in 1(2, but are nt yet %*i&&in#( .lient% %*ul$
en%ure t*at ne'e%%ary !un'tinality i% available in t*e relea%e$ !eature bun$le%( T*e la'k !
&a'ka#in# !le1ibility an$ t*e initial &ri'e ta# &rvi$e a barrier t rea'*in# -M6%(
.lient% %*ul$ lk t .i%' t make &r#re%% %im&li!yin# an$ %treamlinin# it% 'mbine$ !!erin#%
! Meraki %!t"are an$ *ar$"are %lutin "it* .i%'?% e1i%tin# uni!ie$ a''e%% layer &rt!li(
Meraki?% $evi'e &r!ilin# an$ u%er inter!a'e are !ten mentine$ by Gartner 'lient% a% &int% !
$i!!erentiatin(
Ret$rn to -op
D-Link
D+:ink % &rvi$e% !le1ible an$ %e'ure "ire$ an$ "irele%% 'nne'tivity( T*e DW- !amily ! %"it'*e%
&rvi$e% !le1ibility !r 'nne'te$ "ire$ 'lient% an$ an inte#rate$ 'ntrl &lane !r "irele%% a''e%% &int%
"it* 1 Gi#> an$ &tinal 10 Gi#> u&%tream 'nne'tivity( -in#le ra$i r $ual ban$ 802(11n a''e%%
&int% %*" t*at D+:ink ma$e %i#ni!i'ant &r#re%% "it* it% a''e%% layer %lutin in 2012( T*e net"rk
%ervi'e a&&li'atin% &rvi$e "irele%% intru%in $ete'tin 5WID-9, ba%i' #ue%t a''e%%, 'lient reme$iatin
an$ 'lient !ren%i'%( D+:ink mu%t be 'n%i$ere$ !r t*e %*rtli%t in it% tar#et market% ! <u%%ia, 6ra2il
an$ In$ia !r -M6 r bran'* !!i'e %lutin%, a% "ell a% e$u'atin, #vernment, *%&itality an$ retail
market %e'tr%(
Strengths
D+:ink &rvi$e% a ne+%t& a''e%% layer %lutin by !!erin# 'm&etitively &ri'e$ "ire$ %"it'*e%
an$ "irele%% a''e%% &int% in a 'ntrllerle%% 'n!i#uratin t*at al% 'mbine% net"rk %ervi'e
a&&li'atin%, %u'* a% #ue%t a''e%%(
T*e ven$r?% Wirele%% 4lu% %lutin &rvi$e% t*e ability !r enter&ri%e% t &ay !r "*at t*ey nee$
an$ retain t*e &tin t u&#ra$e a% t*e bu%ine%% e1&an$%(
In it% tar#et market%, D+:ink al% inte#rate% a 'm&lete vi$e %urveillan'e %lutin(
+a$tions
>nter&ri%e% in 3rt* 0meri'a an$ >ur&e $n?t re'#ni2e t*e D+:ink bran$ a% a bu%ine%% %lutin(
>nter&ri%e% nee$ t veri!y t*at re%eller% *ave t*e ability t &rvi$e t*e ne'e%%ary level ! %u&&rt
an$ *ar$"are %ervi'e(
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Organizations looking to implement complex network service applications (such as location
information integrated with device and user for guest access, or self-service onboarding for BYOD
or to implement polic! enforcement be!ond user and application need to evaluate the current D-
"ink functionalit! to ensure that it will meet !our business needs#
Return to Top
Dell
Dell defines the edge of the network with the $ower%onnect product famil!, which leverages its internal
switching components along with its &-series wireless "'(, delivered through its direct and indirect
channels#
)he resale of 'ruba*s %lear$ass under the Dell $ower%onnect brand still continues to offer a robust
wired and wireless, multivendor client onboarding, securit! and guest access suite of applications#
%ombining $ower%onnect with +nstant wireless "'( allows Dell to be a one-stop shop that has the
abilit! to deliver in an! access la!er opportunit!#
Dell targets enterprises from ,-B to large enterprises in over .// countries# )heir campus networking
solutions focus on verticals include higher education, healthcare, financial services, public sector and
government# Dell should be considered for an! global access la!er solution for ,-Bs to large
enterprises, and especiall! where managed services are needed#
Strengths
Dell maintains one of the largest catalogs of access la!er components, in terms of access points
and switches appealing to nearl! all network design t!pes and price points#
,onic&'"" 0lobal -anagement ,!stem is an application or virtual appliance that provides
enterprises with a firewall, anti-spam and backup solution to centralize and monitor securit!
policies for remote access or &'( connectivit!# )he solution provides enhanced securit!
monitoring capabilities for enterprises with a high-risk profile#
Open-anage (etwork -anager provides a unified network management console for all
$ower%onnect wired and wireless products#
Dell*s managed services allow enterprises to deplo! access la!er technolog! in large corporate
installations or man! remote facilities without have to bring dedicated +) resources to manage
new and often complex technologies#
Cautions
Dell does not control the development direction of 'ruba*s wireless hardware or software products
and, therefore, is limited in its abilit! to address enterprise wireless issues that ma! arise during
the implementation#
Dell does not add an! differentiating value to the 'ruba %lear$ass or 'ir&ave network service
applications that would not allow enterprises to separate the Dell components from 'ruba during
the evaluation or purchasing process#
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Enterasys Networks
1nteras!s (etworks has used its One2abric architecture to unif! the wired and wireless infrastructure#
%entralized network management, in addition to the One2abric %ontrol %enter, -obile +'- and +denti2i
applications to allow +) organizations to manage, monitor and create polic! for the vendor*s wired and
wireless components in the access la!er#
1nteras!s (etworks is making strides with global brand recognition and although we onl! see the
vendor in certain geographies, it continues to expand its sales channel, which provides 345 of revenue#
)arget markets include five ma6or verticals7 higher education, 8-.9, healthcare, manufacturing and
government (federal as well as state and local# 1nteras!s (etworks continues to be an appropriate
choice for :greenfield: networks with a re;uirement for integrating wired and wireless networking, and
for existing 1nteras!s customers and ,iemens 1nterprise %ommunications customers#
Strengths
)he launch of the One2abric architecture has focused the 1nteras!s product and messaging on
providing a high-;ualit! and consistent user experience for its installed customers#
)he vendor has a complete hardware access la!er solution, including network service applications
as well as vertical-market-specific applications to provide differentiation#
One2abric polic! enforcement is flexible, with a wide range of variables that automate the
definition and enforcement of networkwide polic! rules across the wired and wireless network
infrastructure#
Cautions
&hile the vendor continues to invest in expanding its channel organization, enterprises should
work with resellers to ensure that 1nteras!s can provide the level of support for an! new
geographies or markets where the solution is expanding#
,ervice continues to be an important part of the )%O for products that last eight to ./ !ears, and,
while 1nteras!s places a priorit! on the ;ualit! of its technical support, enterprises must ensure
that product warrant! and maintenance pricing are part of the )%O evaluation#
'lthough 1nteras!s has virtualized its &"'( controller application in both public and private
clouds, and has aggressivel! priced its access points for wireless connectivit! for migrating
customers from older platforms, as well as tr!ing to be a low-cost provider, enterprises should
evaluate end-to-end functionalit! and the total cost of the wired and wireless connectivit!#
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Fortinet
2ortinet offers a complete, end-to-end wired and wireless access la!er solution that focuses on securit!,
visibilit! and management for the midmarket# +t has a global presence that is geographicall! distributed
through resellers that deliver its global revenue#
2ortinet*s corporate focus has been on providing unified threat management (<)- through its
2orti0ate product famil!# )he vendor offers its 2orti,witches and a controller-based wireless
architecture for retailers with its 2orti'$ or as a stand-alone appliance with its 2orti&i2i# +t is an
appropriate choice for ,-Bs or branch offices, as well as for retail environments (including the retail
banking or hospitalit! market sectors#
Strengths
2ortinet has a strong reputation as a securit! vendor, especiall! in retail, financial services and
government#
)he breadth of the 2ortinet product famil! provides an affordable, complete solution that focuses
on simplicit! for the configuration and management of wired and wireless products at the edge of
the network#
(etwork service applications (such as guest access, load balancing, rate limiting, content filtering,
polic! enforcement and network management are integrated into the 2orti0ate platform with no
additional licenses or charges# )his is important when evaluating the )%O of an! access la!er
solution# ,eparate pricing is available for virtual machine (=- versions or separate appliances#
Cautions
2ortinet lacks a controllerless solution, which often leaves the vendor at a financial disadvantage,
compared with competitors that have such a solution# 1nterprises that have implemented
2orti0ate are re;uired use the platform to host the integrated &i-2i controller functionalit!, as well
as its integrated network service applications#
2ortinet has a strong name in securit! and in-store retail, but 0artner rarel! sees it on the
shortlist for wired or wireless client in;uiries# 1nterprises need to evaluate all usage scenarios to
ensure that their needs are met with the proposed solutions#
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HP Networking
>$ (etworking has established itself as a global access la!er vendor with its unified wired and wireless
2lex%ampus solution# >$*s integrated securit!, polic! enforcement and network management
application provides a comprehensive solution across wired and wireless components# +ts +ntelligent
-anagement %enter (+-% also has the abilit! to provide a single pane of glass for wired and wireless
solutions#
>$ (etworking has a large global sales force that focuses on the education, hospitalit! and government
markets, but should be considered for all opportunities in which the entire access la!er (wired and
wireless connectivit! is being replaced# 1ver! organization should at least consider and competitivel!
include >$ in all network evaluations of an! size? we mainl! see >$ considered for ,-B opportunities#
Strengths
>$ provides multivendor wired and wireless management of over 4,/// devices from over 99/
third-part! vendors, which provides end-to-end access la!er management from a single managed
application#
>$*s sales channel, as well as its service@support, provides global reach and access to
opportunities that onl! a few vendors can match#
>$ provides a breadth of services, including managed network services, application services,
securit! services and cloud services#
)he lifetime warrant! offered on man! of the >$ access points and switches is an important
element when calculating the overall )%O of an! access la!er solution#
Cautions
&hile the +-% application brings benefits as single-pane-of-glass management, training is
recommended to take full advantage of it# )here is extensive documentation, but >$ should
improve accessibilit! to find the appropriate functionalit!, especiall! for the ,-B market#
)raining continues to be an area of improvement for >$*s &"'( solution, especiall! in its (orth
'merica channel, where >$*s access la!er solution has been mis;uoted or not proposed#
%lients looking for a unified wired and wireless switching solution should consider the >$ AB/
<nified &ired-&"'( ,witch, but also need to determine whether this platform will meet their
enterprise access la!er needs#
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Huawei
>uawei*s 1nterprise Business 0roup (1B0 has a strong presence in the 'sia@$acific region, including
Capan, Dussia and +ndia, as well %hina, where E95 of its revenue was deplo!ed for access la!er
solutions# )he vendor has made an effort to increase its presence in 1-1' during 9/.9 and continues to
market to (orth 'merica# >uawei*s 1B0 targets healthcare, education, financial services and the public
sector@government#
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>uawei*s ,mart %ampus solution shows the vendor*s vision of end-to-end campus networking in
mobilit!, programmabilit! and video optimization# &ith its strong carrier heritage, we traditionall! see
>uawei in the data center or core of large enterprises, but with its new access la!er products, including
the launch of a controllerless &"'( architecture, we expect to see more >uawei solutions deplo!ed in
the access la!er# >uawei*s e,ight network management, e,ight ),- and application securit! gatewa!
provide guest access, onboarding, securit! and network management#
>uawei should be considered for an! enterprise network opportunit! within the service provider market,
as well as for opportunities where it has a geographical presence#
Strengths
+n 9/.9, >uawei invested in next-generation wireless access points, switches, and network
services and network securit!, which give it a rich portfolio of products and the resources to be
able to deliver to new markets#
>uawei has the abilit! to deplo! end-to-end multivendor wired and wireless network
management, securit!, firewall, guest access, polic! enforcement applications for enterprises
looking for a single vendor# )he vendor*s solutions can provide differentiation through its
automatic network ;ualit! anal!sis, which looks to optimize the network as well as its green
energ! saving initiatives#
>uawei has an extensive reseller channel and 0artner also sees it selling to service providers#
Cautions
1nterprises looking to deplo! in carpeted office environments should review the available
information on application functionalit! for re;uirements to ensure that it meets their specific
network service application needs#
>uawei solutions are technicall! capable? however, limited marketing communications continue to
limit enterprise awareness in its target markets#
)he vendor has had challenges in expanding its market outside of the 'sia@$acific region, and
enterprises should re;uest references for implementation and service of new wired and wireless
products and services, especiall! outside of that region#
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Juniper Networks
+n 9/.9, Cuniper (etworks experienced double-digit growth from its new access la!er switch revenue,
but a slight decrease in !ear-over-!ear wireless "'( revenue# &hile the 1F99// and 1FB9// are doing
well, a slower ramp-up in the channel*s &"'( expertise continues to limit Cuniper*s abilit! to take
advantage of significant access la!er growth opportunities specific to &"'(# )he vendor*s =--based
controller gives customers a wider range of deplo!ment options#
's a global vendor that sells .//5 through the channel, Cuniper*s wired and wireless "'( product lines
offer scalable solutions# +ts five core markets are government, healthcare, education, finance and
service provider# %onsider this vendor for campus upgrade and refresh re;uirements in its targets,
where Cuniper or )rapeze (etworks components are being refreshed at the edge of the network#
Strengths
Cuniper provides a complete solution for a secure enterprise access network, including the abilit!
to provide switches, routers, wireless, securit! and management products for its target markets,
including a single-pane-of-glass management solution via Cunos ,pace (etwork Director#
)he addition of wireless controller functionalit! into the new 1F39// switch platform allows the
elimination of a wireless-specific platform for controller functionalit! and demonstrates Cuniper*s
strateg! of a converged wired-wireless environment#
Cuniper*s polic! enforcement application, <nified 'ccess %ontrol (<'%, allows organizations to
define and appl! a single polic! for user, device or session, independent of wired or wireless
connectivit!#
Cautions
)he vendor*s multiple network application options for guest access, onboarding and securit! ma!
re;uire enterprises to remap current or future policies as part of a migration strateg! as Cuniper
continues to consolidate legac! )rapeze functionalit! into new applications#
(ewl! introduced Cunos ,pace (etwork Director provides single-pane-of-glass management for
converged wired@wireless network infrastructures# %lients need to verif! that the wired and
wireless management functionalit! that the! re;uire, such as client profiling, is available#
Cuniper must continue to grow its enterprise channel and account coverage to spur market share
expansion#
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Motorola Solutions
-otorola ,olutions is a wireless overla! vendor with limited wired port connectivit! that can provide end
-to-end solutions through strategic wired partnerships# +t has a strong global channel organization that
delivers over A/5 of its revenue# +n 9/.9, we saw a renewed focus b! the vendor to provide a
complete end-to-end access la!er solution#
-otorola ,olutions is a global leader in &"'( within the in-store retail, transportation and logistics and
government verticals, but also services hospitalit!, manufacturing and healthcare# )he vendor should
be on the shortlist for an! wireless "'( opportunities in in-store retail, government and other verticals
that have data collection, securit! (including guest access, location and anal!tical re;uirements#
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Strengths
-otorola ,olutions offers virtualization and application provisioning and deliver!, and plug-and-
pla! architecture that seamlessl! integrates with an! wired infrastructure#
&ithin the vertical markets that it serves, -otorola ,olutions extends be!ond the network
infrastructure to meet the needs of its clients providing not onl! wired and wireless guest access,
onboarding, securit! and network management, but also push-to-talk capabilities between mobile
clients, two-wa! radio communications, client anal!tics, as high-definition location solutions#
-otorola ,olution*s 0lobal ,olutions and ,ervices organization provides a managed service
portfolio that includes wired and wireless monitoring and reporting as the vendor proactivel!
manages the da!-to-da! operations of the network from its network operations center#
Cautions
&hile -otorola ,olutions has its own switching products, enterprises looking for end-to-end wired
and wireless solutions should get references in all geographies#
)he vendor*s wired product offering set fits well for its target markets, but ma! not address all the
re;uirements of enterprises (such as stacking or additional port densit! that are re;uired for an
end-to-end wired and wireless solution#
's the vendor moves outside of its traditional stronghold markets, where there are intangible
benefits, enterprises need to ensure that the channel partner has the abilit! to propose, design,
deliver and service a competitive solution#
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Netgear
)he (etgear $ro,afe wired and wireless solution offers a complete access la!er solution for ,-Bs#
1ight!-five percent of (etgear*s solution is delivered b! (orth 'merican and 1uropean partners that
service the education, hospitalit!, state@local governments and professional services verticals#
)he controller-based architecture integrates man! of its network services into the platform, such as
guest access, ''' server for securit! and network management# +t is an appropriate choice for ,-Bs or
branch offices, as well as for the education, government, hospitalit! and retail market sectors, where a
high degree of complexit! or functionalit! is not needed in network service applications#
Strengths
)he breadth of the (etgear product famil! provides an affordable solution that focuses on
simplicit! for the configuration and management of wired and wireless products at the edge of the
network# )he vendor*s wireless portfolio, with the combination of controller and access points, is
competitivel! priced, compared with all access la!er architecture, including controllerless and
cloud-based solutions#
&hile (etgear*s wireless architecture re;uires a controller platform, it t!picall! resides locall! and
also provides basic guest access for no additional charge or licenses# -anagement software is also
provided at no charge for up to 9// managed devices# (etgear*s <niversal )hreat -anagement
s!stem works in con6unction with wired and wireless components and applications to provide
content filtering and rate limiting functionalit! on the same platform, although an additional
license is needed#
(etgear*s lifetime warrant! includes on-site support? this means that enterprises can implement a
known brand with low risk, which is ver! important in the small, midsize, remote and branch office
markets#
Cautions
"arge organizations looking to deplo! outdoor access points or A/9#..ac during their immediate
refresh should evaluate (etgear*s longer-term plan, as this is one of the product portfolio gaps
toda!#
Organizations looking to address onboarding for BYOD or to implement polic! enforcement need to
evaluate the current (etgear functionalit! in the existing guest access or <)- applications to
ensure that it meets their business needs, because neither application is identified separatel!#
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Xirrus
Firrus continues to invest in its access la!er solution# >istoricall!, a wireless overla! vendor that
differentiates itself with its phased arra! access points and integrated controller, Firrus released a two-
radio access point to add to its existing modular 'rra! product line, which supports from two to .4
integrated radios to better support enterprise environments# Firrus has now added 9G-port and GA-port
switches, and a three-port wall plate switch, to continue to enforce its enterprise message# )he Firrus
modular 'rra! architecture allows customers to add capacit! to an existing 'rra! or upgrade to ..ac#
Firrus 'ccess -anager application provides guest access and BYOD onboarding, and the Firrus
-anagement ,!stem provides network management and anal!tics# Both can be implemented on-
premises or be cloud-based, plus there is an automatic provisioning service, Firrus -obilize, in the
cloud for registration and initial device configuration# Firrus has implemented a programmable D1,)ful
'$+ for integration with enterprise applications such as 'ir&atch for mobile device management
(-D-@mobile application management (-'- and 1uclid for retail anal!tics#
Firrus sells through direct and indirect channels in education, healthcare, retail and hospitalit!,
primaril! in (orth 'merica and 1-1'# )he vendor is also strong in outdoor coverage events, such as
stadiums, as well as in highl! dense user environments, such as classrooms, auditoriums and
entertainment venues where the arra! can provide a large coverage area and service high-densit! and
performance needs#
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Strengths
Firrus now has the abilit! to provide an end-to-end access la!er solution for hardware and
network service applications, while providing additional capabilities with its arra! technolog! that
addresses outdoor or large venues, including stadiums, convention center exhibit halls and
auditoriums#
Firrus offers a managed service program that can be deplo!ed b! partners or directl!# )he Firrus
cloud-based -obilize service can provide auto license activation and zero-touch provisioning of the
entire access la!er#
' &"'( control plane built into the arra!s means that the solution is deplo!ed as a controllerless
architecture that is both cost-effective and pushes polic! enforcement to the edge of the access
la!er, including application recognition and Ho, via deep packet inspection technologies# )he
multiradio arra! architecture also means that fewer arra!s need to be installed to provide
e;uivalent coverage, leading to fewer cable runs during installation#
Cautions
&hile Firrus continues to invest in expanding its channel organization, enterprises should work
with resellers to ensure that it can provide the level of support for an! new geographies or
markets where the solution is expanding, especiall! in "atin 'merica and 'sia, where Firrus does
not have name recognition# Firrus is addressing this through new relationships with distribution
partners and through global partner relationships#
Firrus continues to develop new access la!er components, including wired switches and smaller
access point arra!s to address enterprise market needs# 1nterprises need to document their usage
scenarios and test to ensure that the proposed solution meets all their business needs#
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Vendors Added and Dropped
&e review and ad6ust our inclusion criteria for -agic Huadrants and -arket,copes as markets change#
's a result of these ad6ustments, the mix of vendors in an! -agic Huadrant or -arket,cope ma!
change over time# ' vendor appearing in a -agic Huadrant or -arket,cope one !ear and not the next
does not necessaril! indicate that we have changed our opinion of that vendor# )his ma! be a reflection
of a change in the market and, therefore, changed evaluation criteria, or a change of focus b! a vendor#
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Added
)he following vendor was added to this -agic Huadrant7
Dell
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Dropped
)he following vendors were dropped from this -agic Huadrant7
Brocade
1xtreme (etworks
-eru (etworks
Duckus &ireless
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Inclusion and Exclusion Criteria
=endors must be able to demonstrate a minimum of IA/ million in 9/.9 revenue in enterprise-class
product revenue for wired and wireless access la!er hardware and software solutions, of which a
minimum of IG/ million is derived from enterprise wireless "'( solutions# 'll hardware and software
components must be available on the vendor*s published price list# ' minimum of A/5 of access la!er
product revenue must be generated from vendor-manufactured or O1- components# $roduct revenue
must be from enterprise office environments, which ma! include in-store retail, healthcare, and 8-.9
and higher education# $roduct revenue ma! not include convention centers, hotels or cellular offloading
for outdoor environments or public venues, including stadiums and train or bus stations# =endors must
provide factual details on how the! meet these criteria#
=endor solutions must be able to address the following criteria7
=endor must minimall! sell and support a 9G- or GA-port $ower Over 1thernet, chassis or
stackable switch
=endor must minimall! sell and support 9F9 and BFB access points capable of both 9#G 0>z and J
0>z radios that can be mounted indoors using $ower Over 1thernet#
=endor must support a guest access application with the abilit! to minimall! support7
'bilit! to provide &eb authentication credentials via ,-,, email or printout for &indows, iO,
and 'ndroid clients
-ore than one captive portal
=endor must be able to minimall! support the following securit! functionalit!7
Device authentication for &indows, 'ndroid and iO, devices via A/9#.F, as well as an
authentication method for supporting devices that cannot support a supplicant
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Ability to detect wired or wireless intrusion
Vendor must be able to minimally support the following policy enforcement functionality:
Ability to create access policies that minimally include device and user for wired and wireless
connectivity
Ability to traffic shape/rate limit and content filter trusted clients, as well as for guest access
connected clients; the solution may be internally developed or a strategic alliance
Vendor must be able to minimally support network management:
Must be able to minimally discover and manage wired and wireless access layer
infrastructure, including supported switches and access points
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Evaluation Criteria
Ability to Execute
We continue to adust the weighting and criteria for this Magic !uadrant as buyers" re#uirements and
market forces shift what is important for vendors to provide$
%artner evaluates technology providers on the #uality and efficacy of the processes, systems, methods
or procedures that enable &' provider performance to be competitive, efficient and effective, and to
have a positive effect on revenue, retention and reputation$ 'echnology providers are ultimately udged
on their ability and success in capitali(ing on their vision$
Product/Service: )ere, we evaluate access layer infrastructure products and services consisting of
switches, access points and related components needed for the end*to*end solution$ 'his includes
network services, such as management, monitoring, access control, policy enforcement and security
applications$ We also evaluate product migration strategies from legacy implementations, whether
there is an incumbent vendor or a new solution provider$ We also look at maintenance and deployment
service capabilities$
Overall Viability (Business Unit, Financial, Strategy, Organiation!: Viability includes an
assessment of the organi(ation"s overall financial health, and the financial and practical success of the
business$ We also evaluate whether the organi(ation continues to invest in access*layer*related
business, including technology and product development, as well as solution delivery to the market,
including sales channels, marketing communication and service delivery$
Sales "#ecution/Pricing: 'his involves the vendor"s capabilities in presales activities and the
structure that supports them$ 'his criterion includes deal management, pricing and negotiation,
presales support +including communication of differentiating functionality,, and the overall effectiveness
of the sales channel, both direct and indirect$
$ar%eting Responsiveness and Trac% Record: 'his includes the #uality and effectiveness of the
organi(ation"s marketing messages in communicating to the market the advantages and differentiating
capabilities of the vendor"s product lines, company and supporting partners/services$ 'his evaluation
also includes the history of the vendor"s marketing messages and its ability to react to changes in
market re#uirements in its target markets$
$ar%eting "#ecution: 'his criterion focuses on how the vendor is perceived in the market, and how
well its marketing programs are recogni(ed$ -or access layer infrastructure, the evaluation focused on
how well the vendor was able to influence the market around key messages and attributes$ An
additional indicator for this criterion is how often %artner clients consider a vendor as a possible
supplier in a shortlist evaluation$ 'he change in momentum in this indicator is particularly important$
&usto'er "#perience: )ow do customers and partners view this vendor. 'his evaluation includes
significant input from %artner clients in the form of in#uiries, face*to*face meetings and written
responses about the vendors$ A key component in this category is the vendor"s ability to provide strong
presales and postsales support, especially aligned with vertical re#uirements$
Table () Ability to /0ecute /valuation
1riteria
&riteria *eig+t
2roduct or 3ervice )igh
4verall Viability Medium
3ales /0ecution/2ricing Medium
Market 5esponsiveness/5ecord )igh
Marketing /0ecution Medium
1ustomer /0perience )igh
4perations 6o 5ating
Source: Gartner (September 2013)
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Completeness of ision
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%artner evaluates technology providers on their ability to convincingly articulate logical statements
about current and future market directions, innovation, customer needs and competitive forces, as well
as how they map onto the %artner position$ 'echnology providers are ultimately rated on their
understanding of how to e0ploit market forces to create opportunities for themselves$
$ar%eting Understanding: 7oes this vendor"s marketing message articulate a clear, understandable
message that answers the market re#uirements for technologies and services. 7oes the vendor"s
message and supporting products lead the access layer market re#uirements or merely fulfill them.
$ar%et Strategy: )ere, we evaluate the ability of the vendor to influence the market through its
messaging and marketing campaigns$ Are the issues that are being communicated and addressed
meeting the trends in the market and the needs of end users. Are vendors focusing on building their
core competencies or are they investing in random technologies.
O,,ering (Product! Strategy: 7oes the current and future planned product line meet the needs of
buyers now, and how will it do so in the future. &s the vendor simply building products that the buyer is
asking for, or is it anticipating the issues that those buyers will face and allocating resources to address
them.
Vertical/-ndustry Strategy: 7oes the vendor"s strategy, direct resources, skills and offerings meet
the needs of market segments, including vertical industries. &n this market, can the vendor differentiate
itself with solutions that are specifically developed for the uni#ue re#uirements of many verticals, such
as healthcare, logistics, manufacturing, retail, hospitality, etc$.
-nnovation: What has the vendor done to address the future re#uirements of access layer
infrastructure, including the need for tighter integration with wired networking products, voice, video
and application support. )as the vendor successfully differentiated the current and future product lines,
to better address customer re#uirements, both now and two to five years out.
Table .) 1ompleteness of Vision
/valuation 1riteria
"valuation &riteria *eig+ting
Market 8nderstanding Medium
Marketing 3trategy Medium
3ales 3trategy 6o 5ating
4ffering +2roduct, 3trategy )igh
9usiness Model 6o 5ating
Vertical/&ndustry 3trategy Medium
&nnovation )igh
%eographic 3trategy 6o 5ating
Source: Gartner (September 2013)
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Quadrant Descriptions
Leaders
A vendor in the :eaders #uadrant will have demonstrated an ability to fulfill a broad variety of customer
re#uirements through the breadth of their access layer product family$ :eaders will have the ability to
control changes to wired and wireless component re#uirements and provide complete and
differentiating access layer applications, as well as global service and support$ :eaders should have
demonstrated the ability to shape the market, maintain strong relationships with their channels and
customers, and have no obvious gaps in their portfolios$
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Challengers
A vendor in the 1hallengers #uadrant will have demonstrated sustained e0ecution in the marketplace,
and will have clear and long*term viability in the market, but may not have a complete access layer
product portfolio for either products or network applications$ Additionally, 1hallengers may not have
shown the ability to shape and transform the market with differentiating functionality$
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Visionaries
A vendor in the Visionaries #uadrant demonstrates an ability to increase features in its offering to
provide a uni#ue and differentiated approach to the market$ A Visionary will have innovated in one or
more of the key areas of access layer technologies within the enterprise +e$g$, convergence, security,
management or operational efficiency,$ 'he ability to apply differentiating functionality across the entire
access layer will affect their position$
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Niche Players
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A vendor in the 6iche 2layers #uadrant demonstrates a near*complete product offering, but may not be
able to control development or provide differentiating functionality because part of the solution is being
offered through a strategic partnership, whether it is a hardware component or a network application$
6iche 2layers may also lack strong go*to*market capabilities that limit their regional or global reach or
service capabilities in their product offerings$ 6iche 2layers often have deep vertical knowledge and will
be an appropriate choice for users in the specific vertical markets where they have speciali(ed offerings
and knowledge$
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Context
'he historical separation of wired and wireless solutions for :A6 access connectivity is disappearing$
/nd users need to connect to network resources, regardless of whether the connection is wired or
wireless$ While the revenue for wired :A6 access ports is still more than double that of wireless, the
shifting momentum can be clearly seen as wireless revenue continues to grow at more than ;<=
annually and switching revenue at the edge is at best flat$
&ncreasingly, wireless connectivity is being viewed as the default connectivity to the network, as users
demand more mobility; moreover, a growing number of devices do not have wired network capabilities$
'oday, we see a new crop of 8ltrabook computers, which have no internal /thernet ack > devices like
these make wireless the default connection, with wired connectivity left to a 839 dongle$ Additionally,
smartphones are increasingly connected to unified communications systems as a replacement for desk
phones$ While the growth is clearly on the wireless side, it does not eliminate the need for wired
connections to the enterprise infrastructure$ )owever, the mi0 will impact port purchasing as
enterprises rightsi(e and rebalance their networks and address access aggregation and policy
enforcement re#uirements$
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Market Overview
'he market has now matured to a state where there are no ?wired vendors doing wireless? or vice
versa; vendors must have an end*to*end hardware solution to be a viable access layer competitor$ 'he
historical separation is gone and enterprises should evaluate vendors in the new light of end*to*end
access layer capabilities$ We evaluated vendors on their ability to provide the entire end*to*end
solution, because it is difficult to sit in the seat of the &' administrator when vendors focus on one
specific technology or the other$ We recogni(e that some vendors also focus on specific vertical markets
+such as Motorola in retail in*store environments, or deployment scenarios such as @irrus in large or
outdoor venues, with special re#uirements, even as they look to address the needs of a larger
enterprise market and provide a complete wired and wireless portfolio$
Additionally, new technologies like A<;$BBac will continue to be introduced, but enterprises must look at
their usage scenarios to understand whether they should be evaluated as road map technologies or
deployed today$ 4ur guidance to clients is that the multiple phases of implementation for A<;$BBac
make it a technology that they should watch and make sure is on the vendor road map, but should only
be deployed with caution at present$
4ver half of our evaluation was of the vendors" network service applications to unify onboarding,
security, guest access, policy enforcement and network management$ 'hese applications reduce
enterprise comple0ity and costs to provision, manage, authenticate and even locate end users across
one or multiple enterprise facilities$ Vendors continue to provide innovation around network services
that are not only wired and wireless, but also support multiple vendors +such as Aruba"s 1lear2ass
applications, Aerohive"s )iveManager and Alcatel*:ucent"s applications,$ Moving forward, fle0ible pricing
and packaging will also be important as small and midmarket enterprises e0pect the same functionality
as larger enterprises, and 1isco"s &3/ and 2rime, as well as )2"s &M1, attempt to close the gap in
functionality and ease of use$ Additional services that provide improvements in indoor location, voice,
video, intrusion detection, network management and security are ust the beginning for new application
capabilities as vendors search for new areas of differentiation$
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Page 13 of 13 Magic Quadrant for the Wired and Wireless LAN Access Infrastructure
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