G06.2014 magic quadrant for the wired and wireless lan access infrastructure

3-7-2014 Magic Quadrant for the Wired and Wireless LAN Access Infrastructure
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Magic Quadrant for the Wired and Wireless
LAN Access Infrastructure
26 June 2014 ID:G00261463
Analyst(s): Tim Zimmerman, Andrew Lerner, Bill Menezes
VIEW SUMMARY
We evaluate a variety of LAN vendors providing converged access layer connectivity. Vendors are
increasingly able to provide integrated hardware and network application solutions. Enterprises are
expanding how users connect to the infrastructure, and vendors are providing new ways to differentiate.
Market Definition/Description
The access layer market consists of vendors that supply wired and wireless LAN (WLAN) hardware and
software components that provide the first connectivity to the infrastructure access layer, from the edge
of the enterprise network to the end users or connected devices. The market consists of three types of
access layer vendors:
Those that provide their own wired and wireless infrastructure connectivity, network service
applications, and services (such as Cisco, HP Networking, Avaya, Adtran, DLink, Extreme Networks
and Huawei).
Those that mainly focus on a specific connectivity option, often offering solutions for one or more
vertical markets or deployment solutions that address a unique set of market requirements (such as
Motorola Solutions, Aruba Networks and Aerohive).
Those that use a strategic partner to provide a portion of the access solution. It is important that
these vendors provide differentiating functionality that shows why the vendors collectively provide a
better offer to enterprises, rather than being considered separately (such as Dell, Juniper and
AlcatelLucent Enterprise).
Today, the access layer market continues to evolve from two separate decisions, one being wired and the
other being wireless, to a single unified access layer decision. Organizations continue to express a desire
for a unified wired/WLAN access infrastructure in which the access is usercentric and incorporates
location, time/date and duration of the connection, as well as what application the user or device is
accessing to determine whether or not it will be allowed. During inquiries, enterprise clients continue to
say that they do not want to have to make tradeoffs between the security, policy enforcement and
management of their wired and wireless access networks. With limited growth in IT resources,
administrators require one network management application, one access security solution, one guest
access application or one policy enforcement solution with the flexibility to be deployed in a public cloud,
private cloud or onpremises. This integration reduces the costs associated with the upfront capital
expense of multiple network service applications — each dedicated to either the wired infrastructure or
the wireless or cloud components. This savings is also extended to the ongoing software maintenance
costs of all access layer management, security and policy enforcement components, whether a single
vendor implements the entire solution or the client has a multivendor environment. A single network
service application for the access layer not only reduces operational overhead, but also eliminates the
potential for conflicting policies as users access the network with an increasing number of diverse devices
in diverse enterprise locations.
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What's Changed?
During the past 12 months, the access layer market has continued to evolve — including hardware,
software and applications that are needed for an endtoend solution. From a wireless standpoint in the
industry, we saw the ratification of the 802.11ac standard and the introduction of 802.11ac Wave 1
products by vendors in the enterprise (see "Enterprises Should Optimize the Timing of 802.11ac
Adoption"). Additionally, several vendors introduced hardware and software to improve application
performance (for example, to adjust the network for latencysensitive applications while maintaining their
aging WLAN controller architectures).
While there has been less overall change on the wired side, vendors made both hardware and software
innovations to improve management and provisioning of wired campus infrastructure, including support
for switch extenders and softwaredefined networking (and related) technologies.
As vendors increasingly focused on the midmarket and small or midsize businesses (SMBs) for wireless
deployments, we saw them shift from large, onesizefitsall network service application suites to line
item applications that provided specific business value, such as guest access, policy management,
onboarding and network management (see "Network Access for Guests or Contractors Requires More
than an Open Network, Coffee Shop Strategy").
Several vendors also made acquisitions around WLAN as well as locationaware functionality, as location
of the user continues to be important to the retail and healthcare vertical markets, but now also to the
hospitality market. In additional to location, we saw the introduction of analytics applications that looked
at not only network data, but also collected and correlated user data as they attached to the network. In
the past year, these applications were deployed to clients not only as an onpremises application, but also
EVALUATION CRITERIA DEFINITIONS
Ability to Execute
Product/Service: Core goods and services offered by
the vendor for the defined market. This includes
current product/service capabilities, quality, feature
sets, skills and so on, whether offered natively or
through OEM agreements/partnerships as defined in
the market definition and detailed in the subcriteria.
Overall Viability: Viability includes an assessment of
the overall organization's financial health, the financial
and practical success of the business unit, and the
likelihood that the individual business unit will continue
investing in the product, will continue offering the
product and will advance the state of the art within the
organization's portfolio of products.
Sales Execution/Pricing: The vendor's capabilities in
all presales activities and the structure that supports
them. This includes deal management, pricing and
negotiation, presales support, and the overall
effectiveness of the sales channel.
Market Responsiveness/Record: Ability to respond,
change direction, be flexible and achieve competitive
success as opportunities develop, competitors act,
customer needs evolve and market dynamics change.
This criterion also considers the vendor's history of
responsiveness.
Marketing Execution: The clarity, quality, creativity
and efficacy of programs designed to deliver the
organization's message to influence the market,
promote the brand and business, increase awareness
of the products, and establish a positive identification
with the product/brand and organization in the minds
of buyers. This "mind share" can be driven by a
combination of publicity, promotional initiatives,
thought leadership, word of mouth and sales activities.
Customer Experience: Relationships, products and
services/programs that enable clients to be successful
with the products evaluated. Specifically, this includes
the ways customers receive technical support or
account support. This can also include ancillary tools,
customer support programs (and the quality thereof),
availability of user groups, servicelevel agreements
and so on.
Operations: The ability of the organization to meet
its goals and commitments. Factors include the quality
of the organizational structure, including skills,
experiences, programs, systems and other vehicles
that enable the organization to operate effectively and
efficiently on an ongoing basis.
Completeness of Vision
Market Understanding: Ability of the vendor to
understand buyers' wants and needs and to translate
those into products and services. Vendors that show
the highest degree of vision listen to and understand
buyers' wants and needs, and can shape or enhance
those with their added vision.
Marketing Strategy: A clear, differentiated set of
messages consistently communicated throughout the
organization and externalized through the website,
advertising, customer programs and positioning
statements.
Sales Strategy: The strategy for selling products that
uses the appropriate network of direct and indirect
sales, marketing, service, and communication
affiliates that extend the scope and depth of market
reach, skills, expertise, technologies, services and the
customer base.
Offering (Product) Strategy: The vendor's approach
to product development and delivery that emphasizes
differentiation, functionality, methodology and feature
sets as they map to current and future requirements.
Business Model: The soundness and logic of the
vendor's underlying business proposition.
Vertical/Industry Strategy: The vendor's strategy
to direct resources, skills and offerings to meet the
specific needs of individual market segments, including
vertical markets.

in the cloud, private or public, in single tenant and multitenant environments.
As a result, we are seeing fewer RFPs from client inquiries focusing on the speeds and feeds of access
layer connectivity as hardware prices continue to decline (see "Forecast: Enterprise Network Equipment
by Market Segment, Worldwide, 20112018, 1Q14"). Clients often site network applications and unified
access layer management not only as market drivers, but also as key differentiators when evaluating
vendor proposals.
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What's Required in the Wired and Wireless Access Layer?
During the past couple of years, we have seen the increase in total access layer bandwidth that is the
result of the rampant introduction of bring your own device (BYOD) strategies (based on Gartner's 2013
Data Center Summit survey, as well as 2013 and 2014 wired and WLAN access infrastructure customer
reference surveys). While the amount of bandwidth needed has not changed per user, the sheer number
of devices is causing enterprises to rethink their overall bandwidth needs, as well as how all these devices
will be used and managed.
This trend has exposed two important vendor requirements. First, vendors must provide connectivity
solutions for not only 802.11n, but also 802.11ac Wave 1, as well as a migration path and road map for
802.11ac Wave 2. Second, BYOD has exposed the suboptimal network service applications that vendors
have been using to meet business requirements, such as guest access and policy enforcement. There is a
growing need to increase the granularity of managing these devices with primitives that include not only
device and user, but also location, duration and time/date. Additionally, management applications must
extend beyond configuration and provisioning to device profiling that can be used to create access layer
policies that tune the network. We also expect the introduction of new primitives and management
functionality as the access layer market continues to move toward guaranteed uptime and SLAs, which
will spur adoption of complete managed services offerings at the edge of the network.
Network administrators are looking for network service applications that address wired and wireless
clients, including access layer services such as:
Policy enforcement that provides access to applications and parts of the network based on
credentials, as well as contextaware variables, such as location and device profiling. This is
particularly useful in BYOD scenarios.
Integrated network management that is aware of wired components and is WLANvendor
independent for configuration and provisioning.
Onboarding services, including device authentication and user authorization services for BYOD
programs that support many operating systems and device postures.
Analytics applications that look not only at the network, but also at the enduser data.
Network forensics tools to determine what is happening across the entire access layer in addition to
security functionality.
Support for voice and video applications by adding features such as reduced jitter, awareness and
monitoring of voice and video quality, and fixed mobile convergence capabilities.
Locationbased services, contextoriented services and asset management.
The ability to provide managed services when additional IT resources are needed.
As vendors continue to expand functionality, they will provide additional information about usage and
traffic to administrators, enabling enterprises to maximize the productivity and ROI of all access layer
connectivity.
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Magic Quadrant
Figure 1. Magic Quadrant for the Wired and Wireless LAN Access Infrastructure
Innovation: Direct, related, complementary and
synergistic layouts of resources, expertise or capital
for investment, consolidation, defensive or pre
emptive purposes.
Geographic Strategy: The vendor's strategy to direct
resources, skills and offerings to meet the specific
needs of geographies outside the "home" or native
geography, either directly or through partners,
channels and subsidiaries as appropriate for that
geography and market.

Source: Gartner (June 2014)
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Vendor Strengths and Cautions
Adtran
Adtran has a strong presence in the service provider market and sells its enterprise offering through
distribution partners, with an extensive reseller channel that deploys access layer solutions to a
distributed enterprise market. The vendor has a complete endtoend access layer solution represented by
its virtual WLAN (vWLAN) and NetVanta products in its Internetworking portfolio. Adtran continues to
leverage a strong VMware relationship, and has recently made a strong push to provide a complete and
flexible cloud offering. Target markets include state and local governments, education, healthcare, and
the VMware installed base, independent of vertical market.
Adtran should be considered for state and local government, education, and healthcare access layer
opportunities, and also for solutions for distributed enterprises and managed service offerings.
Strengths
Adtran has a strong, flexible deployment solution and presence in enterprises that have multiple
location branch or remote offices that can be managed centrally with onpremises management, in
a private cloud or through its hosted ProCloud WiFi managed service offering.
The vendor uniquely offers an a la carte professional services suite to deliver site surveys,
installation, maintenance and enduser help desk services from a single vendor.
Adtran's broad range of NetVanta Ethernet switches addresses a wide range of applications. Its
ActivChassis solution satisfies highdensity, geographically diverse deployments. Legacy vertical
marketspecific requirements (such as Power Over Ethernet [PoE] over Category 3 [Cat3] cables or
even voicegrade copper) are satisfied with its unique ActivReach solution.
Cautions
The vendor has an extensive North American direct and channel organization, where 71% of its
products are sold. Organizations should request references for implementation and service of
applicable Adtran solutions outside of North America.
Adtran continues to execute well on the core functionality needed in its key enterprise vertical
markets, but does not currently provide capabilities in areas of emerging requirements, such as
location awareness and application visibility.
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Aerohive
Aerohive continues to grow faster than the overall industry in terms of revenue, with estimated growth
of 47% year over year (see "Market Share: Enterprise Network Equipment by Market Segment,
Worldwide, 4Q13 and 2013"). The vendor, which raised its profile with an initial public stock offering in
1Q14, remains focused on WLAN which accounts for more than 87% of its business and wired switching
platforms as well as small branch router/VPN devices for a complete access layer solution.
Aerohive's key differentiator continues to be its distributed intelligence, controllerless architecture and
unified HiveManager network service applications, supporting a cloud or onpremisesbased single control

point for onboarding, monitoring, and managing both the WLAN and wired switches as a unified network.
The vendor's predominant markets continue to be North America and EMEA, accounting for 89% of
revenue, which it serves through a 100% indirect sales force. Enterprises should consider Aerohive for all
overlay WLAN deployments, especially in the education, retail and healthcare sectors.
Strengths
Aerohive's cooperative control architecture can provide a more competitive total cost of ownership
versus legacy controllerbased systems, since it eliminates the primary controller platform as well as
the oftenrequired highavailability backup controller.
Aerohive's HiveManager Online and Mobility Suite provide cloudbased options for enterprisescale
network management, guest management, client onboarding and device management. Clients
report that the contextbased visibility, policy enforcement and analytics capabilities have good user
interfaces and ease of use.
Aerohive customers gave high marks for its experience, including sales, support and performance of
the solution. The vendor's solutions are typically the most costeffective, based on the bids that
Gartner reviews.
Cautions
Currently, HiveManager manages only Aerohive products, although, when integrated with the Client
Management mobile device management (MDM) solution, it can manage multivendor client status.
Multivendor monitoring requires an enterprise to use the Mobility Suite, which includes Client
Management and the ID Manager guest management system.
Enterprises need to be aware that some applications, such as ID Manager, are currently available
only in the cloud, which can limit the deployment options of this functionality.
Although it is now a public company, Aerohive is still one of the smaller access layer vendors with
respect to geographical footprint. Clients outside of North America and Europe should make sure
that their sales and support requirements can be adequately addressed.
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AlcatelLucent Enterprise
On 6 February 2014, AlcatelLucent announced its intent to sell an estimated 85% interest in its
enterprise business to China Huaxin, which has indicated that it plans increased investments in the
enterprise portfolio. These investments potentially include greater development of solutions specific to the
education, hospitality, healthcare and other vertical markets, and greater emphasis on the geographic
regions it identifies as high growth. However, like any large corporate transaction, the deal raises the risk
of potential disruption to customers as the newly separated enterprise business attempts to maintain
seamless relationships with other AlcatelLucent divisions with which it crosssells technology into large
vertical markets, such as service providers, government, utilities and transportation. The agreement
between China Huaxin and AlcatelLucent, which includes 15% retention of AlcatelLucent Enterprise,
may mitigate this risk.
AlcatelLucent Enterprise continues to target its flagship Converged Campus Network solution
predominantly at midsize and large enterprises, generating just over half of its revenue in EMEA.
Enterprise customers, as well as global service providers and transportation, utilities, energy and other
publicsector organizations, should consider the vendor for wireless and wired access infrastructure.
Strengths
AlcatelLucent Enterprise continues to enhance its applicationfluent network strategy with unified
wired and wireless network access capabilities and network analytics technology via deep packet
inspection and enforcement of application policies at the edge of the network.
The vendor uses Aruba's ClearPass access management technology to provide a consistent set of
BYOD services across both its own and thirdparty WLAN and wired LAN equipment, including device
provisioning; guest management; device fingerprinting and policy enforcement.
AlcatelLucent offers a mature unified communications/Internet Protocol telephony solution that
integrates with its WLAN and wired LAN access products, and its unified management platform.
Cautions
Customers should vet local support and investment by China Huaxin as more details become
available of its specific plans for the AlcatelLucent Enterprise business.
Compared with leading competitive offerings in this research, AlcatelLucent has a limited ability to
provide management services available as SaaS or a cloudbased product until it enhances its
OmniVista platform for those capabilities in 3Q14.
AlcatelLucent Enterprise's dependence on Aruba's WLAN technology for its access layer solution
limits the vendor's ability to structure its offering based on the requirements of markets that may
be a priority for China Huaxin, but not necessarily for Aruba.
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Aruba
Aruba focuses primarily on mainstream enterprise wireless, which accounts for more than 85% of its
revenue. Aruba has grown to be the No. 2 WLAN vendor in terms of revenue, and offers a wellthought
out architecture that supports both payasyougrow pricing and mixing/matching of components across
product lines. Aruba networking gear can be run in either controller or controllerless mode (branded as
Aruba Instant), and can be provisioned via Aruba's new SaaSbased management offering, Aruba Central,
or the vendor's traditional AirWave network management software. Network service applications are
delivered via Aruba's ClearPass software, which provides guest access, device profiling, posture
assessment, onboarding, etc. In addition to launching Aruba Central's cloud provisioning capability, Aruba
has released new 802.11ac access points, and has added several software features to improve WLAN
performance, authentication, analytics, and security during the past 12 months. Aruba's strong WLAN
solution is in a "meet in the channel" model relationship with Juniper Networks and Brocade, and it is also
rebranded by AlcatelLucent and Dell. Enterprises should consider Aruba for all WLAN deployments
globally, and specifically with their strategic partners as part of an integrated access layer solution.

Strengths
Gartner clients report a high degree of satisfaction with Aruba's ClearPass for onboarding and guest
access, which also includes a REST API and integration with leading MDM vendors, such as Citrix,
AirWatch and MobileIron.
Aruba has a simplified product architecture that allows enterprises flexibility in terms of how they
manage, deploy and scale their environments.
Aruba's ClientMatch technology addresses "sticky client" issues that occur as mobile roaming clients
move from one access point to another.
Aruba has increased its focus on network security, including an intrusion prevention system (IPS),
an embedded mobility firewall and established partnerships with leading security vendors, like Palo
Alto Networks.
ClearPass and AirWave support nonAruba devices, which simplifies orchestration within multivendor
environments.
Cautions
Aruba's wired portfolio can meet many enterprise use cases, but lacks the brand awareness and
hardware/software depth and breadth of its leading competitors. The vendor has less than a 0.5%
share of total 1G port shipments, and derives only 3% to 5% of revenue from wired switching. As a
result, Aruba is not considered a trusted wired switching vendor by most Gartner clients.
Since 97% of Aruba's sales are generated by indirect channels, enterprises must verify that
resellers/distributors have the ability to support the entire Aruba access layer solution through
verified resources.
Aruba access points running in Instant mode lack some capabilities of controllerbased architectures,
and Gartner clients have reported confusion over which mode to run the access points in.
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Avaya
Avaya provides its unified access solution across a global footprint. It has a particular strength in the U.S.
and EMEA regions, with an emphasis on education, healthcare, hospitality and local/state government
verticals. The vendor continues to provide a strong offering across wireless and wired access technologies,
with a marketing perspective that the WLAN is now the primary network access mechanism in the
enterprise. The global Avaya Connect channel program accounts for about 80% of annual networking
sales.
Avaya's Identity Engines application portfolio is the identity and network access control solution, providing
unified multivendor wireless and wired network management. Tools include the Guest Manager, Access
Portal and Client Access to the Secure Enterprise (CASE) Wizard solutions, enabling fast, selfservice
guest access. The vendor's updated IP Office Release 9.0 adds single signon based on the SAML protocol
for Webbased applications, to unify network and access management control. Avaya also differentiates
itself with its Diagnostic Server, also called SLAMon, which allows network managers to simulate different
traffic types to detect potential problems before application performance is degraded. The vendor's
comprehensive portfolio warrants consideration in any access layer opportunities in its target markets.
Strengths
Avaya's extensive unified communications presence provides a strong installed customer base
complementary to its unified access business.
The vendor's new WLAN 9100 802.11n access points are software upgradable to 802.11ac,
avoiding the need to change out the radio, as required by other vendors, once the enterprise
migrates to 802.11ac Wave 1.
Avaya's unified access platform provides application control capabilities supporting guest access and
BYOD, by enabling IT managers to enforce application quality of service (QoS) by prioritizing business
apps at the wireless access point, as well as policy controls like permission, prioritization, throttling
and blocking policies specific to more than 1,300 different apps.
Cautions
Avaya's managed service portfolio covers overall IT infrastructure, including unified communications,
contact center and video, but there is no separate access layer solution for customers that may not
need the additional services.
Combined Asia/Pacific and Latin America access layer sales remain less than 15% of total revenue,
indicating that awareness of Avaya's networking solutions may remain low among customers in
those regions.
While the vendor continues to invest in its networking portfolio, we see a decline in its enterprise
data/access layer sales relative to the market, which it must address in order for enterprises to
consider the solution for longterm strategic investments.
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Cisco
Cisco continues to be the largest vendor and market share leader, with a broad product portfolio in the
enterprise wired and wireless infrastructure market. A strong channel, combined with a global presence,
means that the vendor continues to be on the shortlist for all access layer opportunities.
Cisco has a complete line of access layer solutions, including core network service application functionality
in network management, security and policy enforcement for both wired and wireless enterprise
connectivity. The vendor has taken a leadership position with its locationbased services as part of its
Connected Mobile Experiences (CMX), which enables new applications based on network analytics to
create business relevance in targeted vertical markets. Cisco's ability to address and deploy in instore
retail, as well as in manufacturing/logistics environments, gives it a large solution footprint that can be
deployed globally. Cisco focuses on the public sector, healthcare, education, hospitality and retail markets.
Cisco should be considered for any large enterprise or midmarket opportunity.
Strengths

Cisco's "One Policy, One Management, One Network" is a strong marketing message that leverages
its Identity Services Engine (ISE) and Prime Network management applications across wired and
wireless access layer components. For many enterprise environments, these applications, combined
with Cisco's wired switching and wireless access points, provide strong functionality to address
enterprise requirements.
Cisco developments in location services are moving the market and meeting the enterprise need for
submeter accuracy for WiFi, without the requirement of supplemental beaconing or a separate
overlay for the locationaware solution.
Cisco Meraki is a strong solution for midmarket customers seeking cloudmanaged solutions.
Cisco access layer innovation simplifies network operations and management via the Catalyst
6800ia, which connects to Cisco 6500 and 6800 series core switches for management as a single
switch domain. The vendor additionally provides application visibility, investment protection through
access point modularity, and device and network analytics, as well as EnergyWise and TrustSec.
Cautions
Enterprises need to be aware that Cisco currently has at least four separate access layer
connectivity architectures that are developed by separate development teams, and does not have a
consistent user interface between solutions that often have different functionality for security,
guest, network management and policy enforcement. Whether it is ISE, controllerbased, Meraki
cloudbased or the SMB solution, enterprises need to verify the infrastructure functionality being
proposed against their requirements, and whether multiple applications may require multiple
training sessions.
Cisco ISE, which may be deployed in the enterprise, has a limited ability to deploy and enforce policy
to the Meraki cloudbased solution, which may be proposed for branch or remote offices. The same
issue applies in that Cisco Prime is limited in regard to managing Meraki assets.
Cisco 3602 and 3702 access points with High Density Experience (HDX) technology (such as
ClientLink and CleanAir Technology) cannot be used with the Cisco Meraki solution. Similarly, the
Meraki access points cannot be used with other Cisco access layer solutions.
The vendor tends to present the highestcost solution, based on list price. It is important that
enterprises compare vendor prices for equivalent functionality in order to ensure that the price is
competitive.
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Dell
Dell is the No. 4 wired switching vendor and is growing significantly faster than market rates, as
measured via revenue. The vendor's wireless portfolio is derived via an OEM relationship with Aruba,
which it rebrands as WSeries. The majority of Dell's sales are direct, and the vendor focuses heavily on
midmarket enterprise, higher education and public institutions. During the past 12 months, Dell has
completely refreshed its wired switching portfolio, including the release of its NSeries fixedform factor
and CSeries modular switches. Dell should be considered for all access layer opportunities, particularly in
the midmarket.
Strengths
Dell recently overhauled its campus switching portfolio with NSeries fixedform factor and CSeries
modular switches, which meet the full breadth of enterprise wired use cases and are energy efficient
versus leading competitors.
Dell has a history of strong support, and its managed service offering allows enterprises to deploy
access layer technology without requiring dedicated IT resources.
The Dell architecture is largely based on open standards and includes the ability to operate in
multivendor environments, which can simplify management in heterogeneous networks.
Cautions
The vendor's weak WLAN growth, as well as its reliance on Aruba for its wireless portfolio, means
Dell lacks direction and control over its WLAN portfolio. This could result in an inability to respond
quickly to changing market demands.
Currently, Dell adds limited differentiating value on top of Aruba's product offering. This reduces the
value proposition of acquiring WSeries wireless products from Dell versus Aruba.
Many organizations in Dell's target market look for turnkey SaaSbased cloud management, but
Dell's cloud management capability (Dell Cloud Dedicated) is infrastructure as a service (IaaS)based,
not SaaSbased, which requires additional operating expenditure.
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DLink
DLink has a broad portfolio of lowcost wired/WLAN networking hardware. The vendor focuses on the
education and SMB markets, and is the leader in both standalone access point shipments (46% share)
and 100 Mbps wired port shipments (28% share), with a majority of its business derived outside the U.S.
and Europe. DLink provides onpremises management via the DView platform, which includes guest
access to support BYOD. During the past 12 months, DLink has added 802.11accapable access points,
enhanced the capacity of its WLAN controllers, and added integration capability between surveillance
cameras and their access network products. SMBs with basic wired/WLAN networking requirements
should consider DLink.
Strengths
DLink offers a broad hardware portfolio of wired and WLAN components, which range from 5port
unmanaged Layer 2 Gigabit switch to 8slot L3 chassisbased switch, as well as 802.11ac access
points.
The vendor automates and simplifies initial network configuration via the DLink Network Assistant
(DNA).
DLink executes well in its target markets, and is growing faster than market rates in the WLAN
area.

Cautions
DLink lacks the mainstream brand reputation as an enterpriseclass networking vendor, and
seldom comes up in conversations with Gartner clients.
Many organizations in DLink's target SMB market look for turnkey SaaSbased cloud management,
but DLink's SaaS capability (CloudCommand, delivered by PowerCloud Systems) is limited to a small
subset of its portfolio, and currently doesn't include any wired switches or 802.11accapable access
points.
DLink's products lack the enterprise features of leading competitors. Enterprises considering DLink
should validate that the network service applications they require are available and meet their
requirements.
During the past year, DLink has lost approximately 10% market share (based on revenue) in the
wired networking segment, as the wired access layer market continues to be competitive and
commoditized.
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Extreme Networks (Enterasys Networks)
Extreme Networks returns to this Magic Quadrant after a oneyear hiatus. The acquisition of Enterasys
Networks in November 2013, which included the IdentiFi Wireless portfolio of access points and network
service applications, in addition to Extreme's own product portfolio, allows the vendor to meet the
inclusion criteria. The acquisition has doubled Extreme's revenue, and has allowed the vendor to focus
investments where it can further differentiate products (R&D) and/or where a significant need existed
(marketing). While it is a positive move, the next six to 12 months will be crucial, as Extreme must
execute on its integration strategy while maintaining the combined revenue stream. Extreme provides a
broad portfolio of wired and wireless products that can meet a wide range of needs, from SMBs to service
providers. In addition to acquiring Enterasys, during the past 12 months, Extreme has released several
new products, including 802.11accapable access points, stackable X430 wired switches and the Purview
analytics application, and has enhanced its NetSight centralized management platform. Consider Extreme
for "greenfield" access networking opportunities, as well as when refreshing existing installations.
Strengths
Extreme's NetSight is a single console that provides centralized management, onboarding, guest
access and analytics, and integrates with leading MDM providers (such as AirWatch and MobileIron).
NetSight includes management of the full wired and wireless portfolio, and supports nonExtreme
products as well.
To eliminate the need to upgrade to PoE+ for higherperforming access points — and, therefore, the
need to also upgrade the access layer switches — Extreme was one of the first vendors to deliver a
3x3 802.11ac access point that can operate in an 802.3af power budget.
Extreme's Purview analytics engine software provides insight into who is on the network, what
applications they are accessing, where they are located and what devices they are on.
Cautions
Extreme lacks a SaaSbased management option for its networking products, which several leading
competitors have implemented.
While the vendor has increased marketing efforts over the past 12 months, and there has been an
increase in client inquiries, it lacks brand awareness among Gartner clients (versus leading
competitors), and consequently does not show up as often on client shortlists.
While Extreme continues to expand its channel organization, enterprises should work with resellers
to ensure that it can provide the necessary level of support in their specific geographies or markets.
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HP Networking
HP Networking has global distribution with a strong presence in China through its wholly owned
subsidiary, H3C Technologies. The vendor continues to win customers in the education, healthcare,
hospitality and state/local government segments, reflecting its strong global sales channel that accounts
for about 90% of its networking revenue.
HP Networking's FlexCampus and FlexBranch architectures provide a comprehensive wired and wireless
solution encompassing unified management of multivendor networks, and integrated network security
and policy enforcement, scalable for large enterprise deployments. The vendor continues to enhance the
solutions with new elements, such as the HP Cloud Managed Network Solution, enabling multisite
management of the vendor's 802.11n and 802.11ac access points, and innovations such as an 802.11ac
unified wall jack and a dualband, singleradio 802.11a/b/g/n/ac access point. Large enterprises and SMBs
globally should consider HP Networking in network evaluations of all sizes.
Strengths
HP Networking has a complete enterprise campus and branch portfolio with broad global reach for
multinational enterprises.
HP Networking provides integrated network and BYOD management that enables device onboarding,
provisioning, monitoring, policy enforcement and device security.
The vendor's hosted cloudmanaged offering provides redundancy and global reach by leveraging
more than one cloud provider to provide enterprise, WAN and cloud solutions.
HP Networking has announced a locationaware softwaredefined networking application that
leverages patented HP Labs technologies to provide deterministic realtime location of wireless
devices and assets on the network.
Cautions
HP Networking has the ability to deploy a controllerless solution through its HP 830 Unified Wired
WLAN Switch Series. However, this solution is designed primarily for SMB and enterprise branch
offices, and may not scale to support very large enterprise campus environments. Enterprises need
to evaluate the scalability requirements of their networks.

While the HP Intelligent Management Center (IMC) application brings benefits as singlepaneof
glass management for network management, guest access, policy enforcement, etc., enterprises
and SMBs need to be aware of pricing options and server requirements, which may be an issue in
competitive environments.
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Huawei
Huawei's Enterprise Business Group (EBG) is a global solution provider that has a strong presence in the
Asia/Pacific region, including Japan, Russia and India, as well as China, where 72% of its access layer
revenue was deployed last year. Huawei's EBG targets healthcare, education, financial services and the
public sector/government.
The vendor's agile network solution offers its vision of endtoend campus networking. With its strong
carrier heritage, we traditionally see Huawei in the data center or core of large enterprises, but its access
layer products and network service applications show its focus on the access layer. Huawei should be
considered for service providers, as well as for enterprise access layer opportunities where it has a
geographical presence.
Strengths
Huawei has invested in the ability to detect and maintain network quality awareness and accurately
locate network problems across the entire access layer with its Packet Conservation Algorithm for
Internet (iPCA), resulting in the ability to quickly resolve network issues.
Huawei has implemented a soft radio technology in its access points that allows them to be
converted from 2.4GHz to 5GHz to allow a single radio to service either band. This capability allows
enterprises to implement wireless bridging only when needed, and provides capital expenditure
savings. The soft configuration of the radio can also be applied to hightransaction dense
environments.
Huawei has made significant improvements in wired and wireless convergence. Its virtual fabric,
eSight Unified Network Management Platform, Unified Security Gateway, Policy Center and
AnyOffice applications have a focus on ease of use, which allows them to address the core
functionality of the enterprise network.
Cautions
Huawei solutions are technically capable; however, limited marketing communications continue to
limit enterprise awareness in the vendor's target markets.
The vendor has an extensive Asia/Pacific direct and channel organization, where 72% of its products
are sold. Enterprises should request references for implementation and service of applicable Huawei
solutions outside of the Asia/Pacific region.
Huawei continues to execute well on the core functionality needed in its key enterprise vertical
markets, but does not currently provide capabilities in areas of emerging requirements, such as
locationaware or application visibility.
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Juniper Networks
Juniper Networks provides a broad and scalable access layer solution, and focuses on large, carpeted
enterprise, financial services and higher education markets. It is the No. 3 wired switching vendor and is
growing faster than market rates measured via revenue, but accounts for only 1% of market share in
enterprise WLAN. Juniper recently announced an agreement with Aruba on joint product development
and gotomarket collaboration, where the vendors' channels will have the opportunity to offer joint
JuniperAruba solutions. During the past 12 months, Juniper has released a new EX4300 switching line,
new WLAN controllers and enhancements to its Junos Space Network Director management system.
Juniper should be considered for all wired campus networking deployments and/or where existing Juniper
WLAN technology is being refreshed.
Strengths
Juniper has a comprehensive solution for enterprise campus networks, including the ability to
provide switches, routers, wireless, security, management and network service applications.
The vendor can apply security and QoS at the access point, which improves security and
performance, versus applying policy at a centralized control point further upstream in the network.
Juniper's Virtual Chassis technology allows up to 10 switches to be managed as a single entity,
supports differing switching models and can span geographic locations, which simplifies network
operations and increases network availability.
Juniper's EX Series switching line can be used in the campus or data center, which provides
architectural consistency and can lead to investment protection.
Cautions
Juniper lacks a SaaSbased management option for its products, which several leading competitors
provide.
The vendor's current WLAN products lack brand awareness, and do not show up often on client
shortlists, versus the leading competitors.
Juniper has introduced a virtualized controller supporting onpremises, offpremises and cloud
control of deployment. Juniper's WLAN architecture may require a hardware controller, which can
increase the total cost of ownership (TCO) of the WLAN solution. Gartner recommends that clients
calculate the TCO of solutions, and that they do not pay extra for controllerbased architectures.
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Motorola Solutions
Motorola Solutions announced during our Magic Quadrant research process that it has entered into an
agreement to be acquired by Zebra Technologies. Motorola will continue as a wireless overlay vendor with

limited wired port connectivity that can provide endtoend solutions through internal offerings, as well as
strategic wired partnerships. The vendor has a strong global channel organization that delivers over 80%
of its revenue.
Motorola Solutions is a global leader in WLAN within the instore retail, transportation, logistics and
government verticals, but it also services hospitality, manufacturing and healthcare. The vendor should
be on the shortlist for any WLAN opportunities in instore retail, government and other verticals that
have data collection, security (including guest access), location and analytical requirements.
Strengths
Motorola Solutions extends beyond the enterprise network infrastructure requirements to meet the
needs of its vertical market clients by providing pushtotalk voice over WLAN (VoWLAN) capabilities
between mobile clients, wall plate access points that provide power over existing phone lines,
advanced indoor location services, client analytics and deep packet inspection functionality.
The virtual controller capabilities built into all Motorola access points remove the need for controllers
where the number of access points is less than 24. This solution plays well for small retail sites and
addresses the SMB enterprise market.
Motorola's One Point Wireless Suite, coupled with its vertical market knowledge, delivers an endto
end solution with an uptime SLA that is needed for process improvement applications in retail,
manufacturing and logistics.
Cautions
Motorola has filled many of the product gaps associated with an endtoend access layer solution,
but as it moves outside of its traditional stronghold markets (where there are intangible benefits),
enterprises need to ensure that the selected channel partner has the ability to propose, design,
deliver and service a competitive solution.
Less than 5% of Motorola's access layer revenue is attributed to switching. As a result, it is not
considered a trusted wired switching vendor by most Gartner clients.
After the acquisition by Zebra Technologies is completed, we expect to see continued investment
and growth in the retail, transportation, manufacturing and healthcare vertical markets. Enterprises
need to get assurance that any new direction in products and support will meet the needs of the
broader enterprise market.
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Xirrus
Xirrus continues to invest in its access layer solution, and has a portfolio of tworadio access points in
addition to its modular Array product line, supporting from two to 16 integrated radios and integrated
controllers to rightsize the network and better support enterprise environments. Integrated application
control across the product line helps ensure a consistent wireless user experience. In 2013, Xirrus added
24port and 48port switches, and a threeport wall plate switch, to continue to enforce its enterprise
message. The Xirrus Modular Array architecture allows customers to add capacity to an existing Array, or
upgrade to 11ac Wave 1 and Wave 2 without replacing the Array platform. The Xirrus Access Manager
application provides guest access and BYOD onboarding, and the Xirrus Management System provides
network management and analytics. Both can be implemented onpremises or can be cloudbased, plus
there is an automatic provisioning service, Xirrus Mobilize, in the cloud for zerotouch registration and
initial device configuration. The vendor has implemented a programmable RESTful API for integration with
enterprise applications, such as AirWatch for MDM/mobile application management (MAM), and Euclid for
retail analytics.
Xirrus sells through direct and indirect channels in the education, healthcare, retail and hospitality
verticals, primarily in North America and EMEA, as well as having a presence in Asia. The vendor is also
strong in outdoor coverage events, such as stadiums, and in highly dense user environments, such as
classrooms, auditoriums and entertainment venues where the Modular Array can provide a large
coverage area, and can service highdensity and performance needs.
Strengths
The modularity of the Xirrus Arrays (access points) allows the radio to be upgraded from 802.11n to
802.11ac Wave 1 with only a software license upgrade, which saves time and eliminates the need
to "rip and replace." Arrays can also be upgraded to 802.11ac Wave 2 support through a radio
upgrade that allows enterprises to leverage the existing Array platform.
With access point scalability from two to 16 radios, Xirrus addresses scalability and coverage needs
while reducing switch ports, needing fewer cable runs and translating to a lower TCO. Software
programmable radios in the Xirrus products reduce costs and simplify the move to 5GHz/11ac
wireless networks.
The Xirrus cloudbased Mobilize service can provide automatic license activation and zerotouch
provisioning of the entire access layer for enterprises moving applications to the cloud, and looking
to leverage the ease of use and centralized management capabilities.
Cautions
Enterprises need to ensure that channel partners can provide the necessary level of support for any
new geography or market where Xirrus does not have name recognition (such as Latin America and
Asia). The vendor is addressing this through new strategic OEM relationships, global distributors and
new channel partners.
Xirrus' switching product line is new, and enterprises need to understand their usage scenarios and
test the proposed solution to make sure that they are getting the documented benefits, as well as
the integration of advanced features such as deep packet inspection for end to end solutions.
Since the Xirrus Array architecture is different from competitive offerings, enterprises need to
understand that the number of Arrays may differ from the number of access points, because an
Array may contain more than one or two radios.
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Vendors Added and Dropped

We review and adjust our inclusion criteria for Magic Quadrants and MarketScopes as markets change. As
a result of these adjustments, the mix of vendors in any Magic Quadrant or MarketScope may change
over time. A vendor's appearance in a Magic Quadrant or MarketScope one year and not the next does
not necessarily indicate that we have changed our opinion of that vendor. It may be a reflection of a
change in the market and, therefore, changed evaluation criteria, or of a change of focus by that vendor.
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Added
Extreme Networks (through the acquisition of Enterasys Networks)
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Dropped
Fortinet
Netgear
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Inclusion and Exclusion Criteria
Vendors in the Magic Quadrant must be able to demonstrate a clear understanding of enterprise access
layer networking requirements. They must have a minimum of $100 million in 2013 revenue in
enterpriseclass product revenue for wired and wireless access layer hardware and software solutions, of
which a minimum of $40 million is derived from enterprise WLAN solutions. All hardware and software
components must be available on the vendor's published price list. A minimum of 80% of access layer
product revenue must be generated from vendormanufactured or OEM components. Product revenue
must be from enterprise office environments, which may include instore retail, healthcare, and grade
school, high school and university education. Product revenue may not include convention centers,
hotels, or cellular offloading for outdoor environments or public venues, including stadiums and train or
bus stations. Vendors must provide factual details on how they meet these criteria.
Vendor solutions must be able to address the following criteria:
Vendor must minimally sell and support a 24 or 48port PoE, chassis or stackable switch.
Vendor must minimally sell and support 802.11n and have a road map for 802.11ac.
Vendor must support a guest access application with the ability to minimally support:
Ability to provide Web authentication credentials via SMS, email or printout for Windows, iOS
and Android clients
More than one captive portal
Vendor must be able to minimally support the following security functionality:
Device authentication for Windows, Android and iOS devices via 802.1X, as well as an
authentication method for supporting devices that cannot support a supplicant
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 guestaccess
connected clients; the solution may be internally developed or a strategic alliance
Vendor must be able to minimally support network management:
Ability 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 adjust the weighting and criteria for this Magic Quadrant as buyers' requirements and
market forces shift what is important for vendors to provide.
Gartner evaluates technology providers on the quality and efficacy of the processes, systems, methods
and procedures that enable IT provider performance to be competitive, efficient and effective, and to have
a positive effect on revenue, retention and reputation. Technology providers are ultimately judged on
their ability and success in capitalizing on their vision.
Product or Service: We evaluate access layer infrastructure products and services consisting of
switches, access points and related components, such as external antenna and outdoor enclosures
needed for the endtoend solutions in various vertical markets. We also look at network services, such as
management, monitoring, guest access, policy enforcement and security applications. We consider
product and architectural migration strategies from legacy implementations, whether from an incumbent
vendor or a new solution provider. We also look at maintenance and deployment service capabilities.
Overall Viability: This includes an assessment of the vendor's overall financial health, and the financial
and practical success of the business. We also evaluate whether the vendor continues to invest in access
layerrelated business, including technology and product development, as well as solution delivery to the
market, including sales channels, marketing communication and service delivery.
Sales Execution/Pricing: This involves the vendor's capabilities in presales activities and the structure
that supports them. This 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.

Marketing Responsiveness and Track Record: This includes the quality and effectiveness of the
vendor's marketing messages in communicating to the market the advantages and differentiating
capabilities of its product lines, company and supporting partners/services. This evaluation also includes
the history of the vendor's marketing messages and its ability to react to changes in market
requirements in its target markets.
Marketing Execution: This criterion focuses on how the vendor is perceived in the market, and how
well its marketing programs are recognized. For 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 Gartner clients consider a vendor as a possible supplier in a
shortlist evaluation. The change in momentum in this indicator is particularly important.
Customer Experience: We assess how customers and partners view the vendor. This evaluation
includes significant input from Gartner clients in the form of inquiries, facetoface 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 requirements.
Table 1. Ability to Execute Evaluation
Criteria
Evaluation Criteria Weighting
Product or Service High
Overall Viability Medium
Sales Execution/Pricing Medium
Market Responsiveness/Record High
Marketing Execution Medium
Customer Experience High
Operations Not Rated
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Completeness of Vision
Gartner evaluates technology providers on their ability to convincingly articulate logical statements about
current and future market directions, innovation, customer needs, and competitive forces. Vendors are
ultimately rated on their understanding of how to exploit market forces to create opportunities for
themselves.
Marketing Understanding: This criterion includes an assessment of whether the vendor's marketing
message articulates a clear, understandable message that answers the market requirements for
technologies and services. We also look at whether the vendor's message and supporting products lead
the access layer market requirements or merely fulfill them.
Market Strategy: We evaluate the ability of the vendor to look into the future and drive/influence the
direction of the market through product road maps and offerings. We also look at messaging and
marketing campaigns and their ability to communicate differentiating functionality and value proposition.
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?
Offering (Product) Strategy: For this criterion, we look at whether the current and future planned
product line meets the needs of buyers now, and how it will do so in the future. We evaluate whether the
vendor is simply building products that the buyer is asking for, or if it is anticipating the issues that buyers
will face and allocating resources to address them.
Vertical/Industry Strategy: We evaluate whether the vendor's strategy, direct resources, skills and
offerings meet the needs of market segments, including vertical industries. In this market, can the
vendor differentiate itself with solutions that are specifically developed for the unique requirements of
many verticals, such as healthcare, logistics, manufacturing, retail, hospitality, etc.?
Innovation: This criterion assesses what the vendor has done to address the future requirements of
access layer infrastructure, including the need for tighter integration with wired networking products,
voice, video and application support. Has the vendor successfully differentiated the current and future
product lines, to better address customer requirements, both now and two to five years out?
Geographic Strategy: This criterion is an evaluation of whether the vendor meets the needs of global
enterprises for products and support.
Table 2. Completeness of Vision
Evaluation Criteria
Evaluation Criteria Weighting
Market Understanding Medium
Marketing Strategy Medium
Sales Strategy Not Rated
Offering (Product) Strategy High
Business Model Not Rated

Vertical/Industry Strategy Medium
Innovation High
Geographic Strategy Low
Return to Top
Quadrant Descriptions
Leaders
A vendor in the Leaders quadrant will have demonstrated an ability to fulfill a broad variety of customer
requirements through the breadth of their access layer product family. Leaders will have the ability to
shape the market and provide complete and differentiating access layer applications, as well as global
service and support. Leaders 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 Challengers quadrant will have demonstrated sustained execution in the marketplace,
and will have clear and longterm viability in the market, but may not have a complete access layer
product portfolio for either products or network applications. Additionally, Challengers 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 quadrant demonstrates an ability to increase features in its offering to provide
a unique 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). The ability to apply differentiating functionality across the entire access layer will
affect the Visionary's position.
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Niche Players
A vendor in the Niche Players quadrant demonstrates a nearcomplete 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.
Niche Players may also lack strong gotomarket capabilities that limit their regional or global reach or
service capabilities in their product offerings. Niche Players often have deep vertical knowledge and will be
an appropriate choice for users in the specific vertical markets where they have specialized offerings and
knowledge.
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Context
In the access layer, our inquiries with clients show that enterprises are making the decision to go with
wireless as the first option for client connectivity for mobile devices (that includes BYOD as well as
enterpriseissued devices). Many are considering wireless for the first connection for all devices by
addressing the security and performance issues with network printers, and considering softphones or
VoWLAN desk phones as rightsizing the number and type of switch ports at the edge of the network
continues to change. While the amount of bandwidth needed for each user has not changed, the number
of wireless connections, prioritization of the application and the sheer number of hightransaction dense
areas are requiring vendors to educate their channel resellers to address not only wireless issues, but also
the potential for aggregation issues for upstream connectivity from the wiring closet switch.
As wireless connectivity continues to expand, there is a need for new service applications, such as
location awareness and application performance; latency monitoring, multivendor capabilities and
device/network analytics are providing a better view of the access layer. The decision to move
provisioning, management or security to the cloud is based on the enterprise use case, typically
depending on the broadband connectivity to the site or the propensity to have other enterprise
applications in the cloud.
Overall, we have found that functionality that traditionally differentiated vendors that were leading the
market is now absolutely required, and thus is part of all RFPs. Network service applications can continue
to provide some differentiation between vendors, but guest access, policy enforcement and network
management are functionality boxes that are checked by all vendors. This means that the separation
between vendors has narrowed in our evaluation as vendors look for new ways to provide differentiation.
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Market Overview
The march in the enterprise toward access layer vendors, instead of wired or wirelessonly vendors,
continued. While we saw some opportunities where a single technology was evaluated, it was typically for
new markets, such as cellular offloading or special situations where the access layer switch vendor
selected did not have a wireless component. We saw the adoption of 802.11ac Wave 1, access layer
decisions had to address both wired and wireless, as IT administrators found connecting multiple 1 Gbps
access points to a single wiring closet switch needed to take into account the aggregation.
We evaluated vendors on their ability to provide the entire endtoend solution, because it is difficult to sit
in the seat of the IT administrator when vendors focus on one specific technology or the other. Over half
of our evaluation was of the vendors' network service applications capability to provide onboarding,

security, guest access, policy enforcement, network management and other access layer benefits. These
applications reduce enterprise complexity 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.
In our research, we found that enterprises also want choices of architecture deployment options, whether
for onpremises, private cloud or public cloud deployment capabilities. Additionally, controllerbased or
controllerless WLAN is a vendor implementation option, not an enterprise requirement, and enterprises
with defined usage scenarios should look for pricing based on marketequivalent functionality that meets
their usage needs.
Moving forward, flexible pricing and packaging will also be important as small and midmarket enterprises
expect the same functionality as larger enterprises and vendors attempt to close the gap that historically
seemed to exist in functionality and ease of use. Additional services that provide improvements in indoor
location, analytics, deep packet inspection and application visibility are just the beginning for new
application capabilities as vendors search for new areas of differentiation.
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