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Earlier this year, Aerohive issued a press release about its A3 software system. A3 is what we categorize as an Enhanced Network Access Control (ENAC) system; we calculate market share statistics on this market in our Security report series. The company is now getting ready to bring the product to market and is blitzing the media, so to speak. We were briefed and learned more about the product. To summarize, it checks the boxes necessary for us to include it in our ENAC report and we like that it has a common user interface to allow customers to perform device profiling, authentication / registration, compliance / remediation, device management, billing integration and network access control.
Our outlook for ENAC is positive and, today, three main vendors consist of the majority of share: Cisco (with ICE), Aruba (with Clearpass) and ForeScout. We learned that company has more aggressive pricing than these market leaders. If you look at why a product like A3 is important to Aerohive, recall that back when Aruba introduced Clearpass back in 2012/2013, it used it as a selling tool to get into its competitors' accounts (it also got high margin sales from Clearpass, too). Aerohive's A3 is positioned similarly - it operates with its competitors' equipment (including those from Cisco, Ruckus, Extreme and others). So, Aerohive has developed another means of selling to customers, by offering A3 to customers using non-Aerohive equipment.
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Extreme Networks has been very busy announcing acquisitions lately. Yesterday, it announced plans to acquire Brocade's Data Center switch business and on March 7, it announced plans to acquire Avaya's switch business. Additionally, it completed its acquisition of the Zebra Wireless LAN business just last October 2016.
When the two switch acquisitions are completed - some time in the summer of 2017 - the company will be vaulted higher to become one of the major share leaders in switching. To put the acquisitions into context, assuming the acquisitions had been completed last quarter, using our 4Q16 Ethernet Switch Market Report revenue share figures, the company's share would have been:
In 2016 Data Center switch market share leaders by revenue were (alphabetically) Arista, Cisco, Juniper and White Box vendors. In the North America in the Campus Switch market by revenue, considering Extreme had acquired the switch divisions of Brocade and Avaya it announced in March 2017, market share leaders were Cisco, Extreme and HPE. Starting this year, we expect that networking customers will get used to seeing Extreme in the top share lists when considering vendors. |
CHRIS DePUY
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