Who topped CRN's 2017 Vendor Report?
We reveal the top five vendors in the UK channel, based on scores from 200 reseller respondents
We can finally reveal some top-line findings of our 2017 Vendor Report, with Mimecast and Brocade emerging victorious out of the 38 IT manufacturers featured.
Through the Autumn of 2016 and Spring of 2017, CRN conducted a major channel-wide study of vendors' service performance.
Some 200 reseller executives rated each vendor they had worked with in the previous 12 months on four services categories, namely product quality, after-sales & technical support, channel management and lead generation.
The report looks at vendors through the prism of two distinct markets, namely communications and infrastructure, and security. Of the 38 vendors featured, 13 were ranked for their performance in the security, 13 more for their performance as communications and infrastructure vendors, and 12 were ranked in both areas.
Here we run down the top five vendors by their percentage scores. Averages were taken where vendors appeared across both categories.
5) Oracle - 73 per cent
Two other vendors also scored 73 per cent, but we opted to award Oracle fifth place courtesy of it ranking third in security with a score of 77 per cent.
The enterprise software giant's lofty position in the report may surprise some given its chequered history in the channel, but Oracle earned plaudits from respondents for its channel management and lead generation.
Account management and business development support had improved a great deal since our 2014 Vendor Report. With mid-market clients in its sights, today's Oracle is giving the channel a bit more care and attention, the research concluded.
Ranking continues on next page...
Who topped CRN's 2017 Vendor Report?
We reveal the top five vendors in the UK channel, based on scores from 200 reseller respondents
4) Forcepoint - 74 per cent
This security vendor bombed in our last vendor report - when it was known as Websense - ranking 46th out of 50 vendors overall. Back then it had a reputation for multi-functional but low-quality products, a shambolic tech support system and, despite decent demand generation efforts, for slashing prices and competing against its own resellers.
Forcepoint has improved its performance a great deal since then, to judge by this year's results, but its standing with some resellers has yet to recover. It finished sixth in the security category, where it ranked tenth for product quality, seventh for channel management, 15th for after-sales and technical support and third for lead generation.
Ranking continues on next page...
Who topped CRN's 2017 Vendor Report?
We reveal the top five vendors in the UK channel, based on scores from 200 reseller respondents
3) Veeam - 76 per cent
Veeam Software ranked fourth in security with a score of 76 per cent, topping the table for product quality out of all 25 vendors included in this category. Its back-up products were robust, well-featured, user-friendly, ideal for today's virtualised workplace and anchored by reliable, professional after-sales and tech support, the report found.
Channel management was of a very high standard, with most partners receiving helpful visits from friendly, capable staff who took care to see they were getting the support and training they needed. MSP support tools were first rate. Veeam is pushing on with a concerted drive for enterprise business and on this showing, it deserves to succeed. A score of 86 per cent secured Veeam first place on product quality. It also finished fourth for channel management, third for after-sales & technical support and 11th for lead generation.
Ranking continues on next page...
Who topped CRN's 2017 Vendor Report?
We reveal the top five vendors in the UK channel, based on scores from 200 reseller respondents
2) Brocade Communications Systems - 76 per cent
Brocade ranked as the number-one communications and infrastructure vendor with a 76 per cent score. Brocade's performance had shot up since our 2014 Vendor Report, when it ranked 22nd out of 50 for overall service with a mark that was bang on the average.
Now that it has found its feet in the UK channel, Brocade is delivering first-class account management with intelligent, service-minded support on deals and a coherent, well-pitched training programme. Product quality is first class, with after-sales and tech support to match. Brocade focuses its UK commercial resources on just 25 channel partners in three tiers - Elite, Premier and Target - and it shows.
Of the 25 comms and infrastructure vendors examined, Brocade finished first for channel management, and second for both product quality and after-sales & technical support.
Ranking continues on next page...
Who topped CRN's 2017 Vendor Report?
We reveal the top five vendors in the UK channel, based on scores from 200 reseller respondents
1) Mimecast - 78.5 per cent
The number-one ranked vendor in this year's CRN Vendor Report came in for some flack two years ago when it spurned its UK roots in favour of listing on the NASDAQ.
Even then, however, its reseller partners were quick to stick up for the email archiving and email security specialist, a testament to its standing in the channel.
That sense of loyalty is mirrored in this year's vendor report, with Mimecast topping the pile in security with a score of 81 per cent. It also placed second as a comms and infrastructure vendor on 76 per cent.
This vendor had an attractive, modern and versatile product offering, particularly in the security context, backed by expert, well-organised after-sales and technical support, the report found. Channel management and lead generation were first rate. Mimecast's high-calibre, hands-on account team had really impressed the partners they worked with, though the odd one did miss out. They understood the business, kept in close touch, helped to win sales. Partners felt they were on their side, the research concluded.
This is a paid-for report. Visit our dedicated page, or send an email to [email protected], to find out how you can get your copy of the report.