Networking Deserves Your Attention

As technologies go, some generate more excitement than others. After all, facial recognition devices or holographic storage just sound like cool products. Network products typically don't fit this description. Sure, they play an essential role in connecting computing environments. But, during the technology boom years of the 1990s, more attention was paid to sexier applications and devices.

Today, vendors are more in touch with user needs and what the market is buying. There's a regular demand for infrastructure products, like storage and networking. And, new technologies such as wireless, network management software, and network security have a growing appeal for customers and the channel.

Expanded Coverage Of Networking
In the last few months, you may have noticed that Business Solutions magazine increased its coverage of networking. This trend will continue in 2003. In each issue there will be channel news and analysis, VAR features, installation reviews, and tech trends articles dedicated to networking subjects (e.g. IP [Internet protocol] telephony, switches, routers, and gateways). An orange box at the top of the page will indicate the articles that cover network technology. Because wireless is a subset of networking, wireless articles will be color coded orange as well. Editor Dan Schell will continue to provide wireless articles, while Editor Ed Miseta will pen the remainder of networking pieces. On page 86 of this issue, Dan provides information on how wireless carriers are making it easier for channel companies to resell their services.

Networking Supplement Inside
In this issue of Business Solutions, you'll find a Networking Solutions Supplement beginning on page 59. This supplement is part of our continuing effort to educate the channel about the latest network technologies and opportunities for VARs and integrators. On page 62, vendors of KVM (keyboard/video/mouse) switches discuss how their technology can help VARs centralize the management of their customers' servers. This topic is timely, as many businesses continue to grow their computing infrastructures and don't have enough IT staff members to properly support it. VARs and integrators can provide network management solutions that help solve this problem.

On page 66, network security vendors provide suggestions on how VARs can build truly secure networks for customers. The consensus is that firewalls and virus detection are just a starting point for network security. VARs and integrators need to take a comprehensive look at their customers' IT infrastructures and provide network security solutions on a regular basis. On page 68, you can compare and contrast information from wireless LAN (WLAN) vendors. This is a promising technology for the channel. Analyst InStat/MDR predicts that business WLAN unit volumes will grow almost 60% from 2001 to 2002.

Channel Offerings From Networking Vendors
With such a promising array of networking products and applications, vendors know they need the channel's support to get these solutions to end users. Network vendors have worked through VARs and integrators, but now they are revamping their programs and offerings to make them more channel-friendly. Cisco Systems (San Jose, CA) unveiled an online tool for partners to provide feedback on their products and services. Through this Web site, partners will be able to track and obtain responses to their problems.

Cisco is also campaigning to get more channel companies to participate in their training for WLAN and VPN (virtual private network)/security specializations. Cisco isn't alone in its efforts to cater to the channel. Mike Menegay, senior VP of Channels North America at Network Associates (Santa Clara, CA), says, "This is a period of resurgence and rebuilding in the networking market. Vendors are soliciting feedback from VARs and listening. Now is the time for channel players to get in, before it's too late."