Convergence deal

3Com has allied with Philips to deliver converged network solutions to the enterprise. The deal will combine 3Com’s datacentric products with voice and communication solutions from Philips.

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By  Simon Duddy Published  June 6, 2005

3Com has allied with Philips to deliver converged network solutions to the enterprise. The deal will combine 3Com’s datacentric products with voice and communication solutions from Philips. The alliance will initially be rolled out in Europe, Middle East, Africa and Latin America. The companies say the Philips-3Com solution will enable enterprise customers to communicate via voice, data or a combination of the two, using a wired or wireless device of their choice regardless of location, with the confidence that it is fully secured. “This partnership represents a significant opportunity for 3Com to further penetrate the enterprise market,” says Bruce Claflin, president and CEO of 3Com. “The portfolios and strategies of both companies complement each other perfectly, enabling customers to enjoy the benefits of Philips' broad communications portfolio and 3Com's proven portfolio of edge-to-core networking, security, mobility and network management solutions. The combined power of Philips and 3Com addresses the needs of enterprises to switch to secure and converged voice, video and data communications, either gradually or in a single step,” he adds. The move is the latest in a long line of partnerships coupling data and voice vendors. For example, HP ProCurve has tied up with Mitel, Extreme and Juniper have links with Avaya and both Huawei and Enterasys have recently announced close relationships with Siemens. With both 3Com and Philips strongest in the SMB market, analysts have cast some doubt on the alliance’s potential to grab a sizeable share of an enterprise converged networking market already dominated by Alcatel, Nortel, Avaya and Cisco. “Together, Philips and 3Com do not represent a top-tier threat to the likes of Cisco, Nortel, Alcatel, Siemens and Avaya. That said, the potential for greater threat is present, and these suppliers will now need to prepare to meet Philips and 3Com in bid situations,” says Jerry Caron, research director if IT infrastructure at Current Analysis Europe.

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