For the 39th year, solution providers scored vendors across 27 technology categories based on their performance in product innovation, support, partnership, and managed and cloud services. Here’s a roundup of the companies with the highest overall scores.

Making The Grade

For the 39th year, CRN offered solution providers in North America the opportunity to grade the performance of their IT vendor partners with the CRN Annual Report Card.

The CRN ARC provides a look at which IT vendors are doing the best jobs – and which ones have some work to do – in meeting their partners’ needs in terms of product innovation, support, partner program resources and other critical criteria that determine the success or failure of a vendor-solution provider relationship.

The winners of this year’s ARC project are being announced in conjunction with the XChange August 2024 conference being held this week in San Antonio, Texas, put on by The Channel Company, CRN’s parent company.

Solution providers scored vendors across 27 product technology categories. These include longtime channel technology mainstays such as industry standard servers, laptops and mobile devices, enterprise network storage hardware, and enterprise and SMB network security. It also includes newer technology areas such as hybrid cloud infrastructure and consumption-based on-premises cloud services. It also includes 10 categories of security technology including data security, managed detection and response, and security operations platforms.

Partners graded IT vendors on a total of 22 criteria spanning four categories: product innovation, support, partnership, and managed and cloud services. Companies received average scores for each criteria category and an overall score for the technology category. Details on the survey and methodology can be found on the following slide.

Which IT companies are at the top of their game in the eyes of their channel partners? Read on to find out which vendors earned the highest marks this year.

Annual Report Card Criteria And Scoring

Solution providers graded IT vendors according to 22 criteria across four categories:

Product innovation criteria: Includes product quality and reliability, richness of product features and functionality, technical innovation, utilization of GenAI, product compatibility and ease of integration, product marketability, and services opportunity.

Support criteria: Includes pre-sales support, post-sales support, training, quality of field management, and marketing support.

Partnership criteria: Includes solution provider programs, communication, managing channel conflict, revenue and profit potential, and ease of doing business.

Managed and cloud services criteria: Includes consumption-based and subscription pricing, integration with services management tools, cloud-readiness of channel program, field teaming and channel compensation alignment, and profit margins/profit potential.

In some technology areas a single vendor dominated the scoring, winning not just the top overall score, but also the average grades across all four criteria categories and, in some cases, even sweeping all 22 criteria.

In most technology categories, however, two or more vendors split the results with different vendors earning the highest average scores for different criteria categories – and in some cases even splitting the highest scores for specific subcategory criteria within the four criteria categories.

In the highly competitive cloud computing – public cloud technology segment, for example, one vendor had the highest average scores for product innovation, partnership, and managed and cloud services while another company had the highest average score for support.

Even within each of those broader criteria categories in the above example, vendors that did not have the highest average did win one or more highest scores in specific subcategory criteria. While one company had the highest average score for product innovation, for example, another company had the highest score for richness of product features/functionality while a third had the highest score for product marketability.

The following slides provide a summary of this year’s ARC results. The complete scores will be published on CRN.com on Oct. 7 and in the October print issue of CRN.

Cloud Computing – Consumption-Based On-Premises Cloud Services: Hewlett Packard Enterprise

Channel Executive: Phil Soper, North America Head of Channel Sales

Hewlett Packard Enterprise won this increasingly important product category with an overall score of 79.5.

HPE had the highest average scores in three of the four criteria categories, earning average scores of 73.7 for support, 75.3 for partnership and 77.1 for managed and cloud services.

The company’s scores were especially strong in the product innovation category with a 77.1 average. In specific subcategory criteria the company scored 82.9 on richness of product features and functionality, 78.5 for technical innovation, 78.4 on compatibility and ease of integration, and 77.4 for services opportunity.

Cloud Computing – Public Cloud: Microsoft

Channel Executive: Nicole Dezen, Chief Partner Officer and Corporate VP, Global Partner Sales

In a battle among the cloud platform giants, Microsoft came out on top in this product category with an overall score of 80.2.

The company had the highest average scores in product innovation (77.4), partnership (75.3), and managed and cloud services (77.1).

Microsoft nearly swept all subcategory criteria for partnership, scoring 77.3 for solution provider program, 78.5 for communication, 76.1 for managing channel conflict, and 78.5 for revenue and profit potential. (The company tied in ease of doing business with a 66.3 score.)

Computing – CPUs: Intel

Channel Executive: Trevor Vickers, VP and General Manager of Global Partners & Support

Intel came out on top with an overall score of 81.5 in what proved to be a close battle in this all-important technology category.

The chipmaker outscored the competition in support (average score of 75.6) and partnership (average score of 79.1).

Intel garnered some of its biggest subcategory criteria wins in the support category including 72.4 for pre-sales support, 78.9 for training, 76.7 for quality of field management and 74.4 for marketing support.

Computing – GPUs: Nvidia

Channel Executive: Craig Weinstein, VP, America’s Partner Organization

As with CPUs, this product category was a close fight between the leading semiconductor producers with Nvidia the winner with an overall score of 81.3.

The company outscored its competitors in the product innovation (average score 83.8) and partnership (average score 78.1) criteria categories.

Solution providers gave Nvidia some of its biggest scores in product innovation subcategory criteria including 90.8 for quality and reliability (one of the highest scores in this year’s ARC), 86.1 for richness of product features/functionality, 87.2 for technical innovation and 84.9 for utilization of GenAI.

Computing – Notebooks/Mobile Computers: HP Inc.

Channel Executive: Kobi Elbaz, Senior VP and General Manager, Global Channel, Sales Innovation & Operations

This product category was a runaway win for HP Inc. with an overall score of 86.9.

HP had the highest average score in all four criteria categories: 85.7 in product innovation, 84.1 in support, 82.9 in partnership and 77.9 in managed and cloud services.

HP, in fact, swept all subcategory criteria in product innovation and support. The company’s score of 92.2 for product quality and reliability within the product innovation criteria category was one of the highest scores in this year’s ARC.

Computing – Power Protection And Management: Eaton

Channel Executive: Steve Loeb, VP, Distributed Infrastructure Sales

Eaton won this product category with a solid overall score of 83.4.

The company had the highest average scores in three of the criteria categories: 78.5 in support, 82.8 in partnership and 76.8 in managed and cloud services.

Some of Eaton’s highest scores in subcategory criteria included 87.0 for ease of doing business and 84.8 in revenue and profit potential (both in the support category), and 86.0 in profit margins/profit potential under the managed and cloud services category.

Computing – Servers – Industry Standard Servers: Hewlett Packard Enterprise

Channel Executive: Phil Soper, North America Head of Channel Sales

Hewlett Packard Enterprise, up against four competitors in this core IT product category, was the clear winner with an overall score of 85.1.

The company garnered the highest average scores in all four criteria categories including 83.1 in product innovation, 81.7 in support, 80.1 in partnership and 79.5 for managed and cloud services.

Some of HPE’s top scores in subcategory criteria included 88.5 for technical innovation, 85 for quality of field management, and 85 for profit margins/profit potential for managed and cloud services.

Hybrid Cloud Infrastructure: Scale Computing

Channel Executive: Scott Mann, Global Channel Chief and VP of International Sales

Scale Computing dominated this increasingly important technology category with an overall score of 85.2.

The company received the highest average score across all four criteria categories including 80.6 in product innovation, 81.8 in support, 83.1 in partnership and 80.0 for managed and cloud services.

Among Scale Computing’s highest scores in subcategory criteria were 88.9 for product quality and reliability, 86.6 for technical innovation and 86.6 for ease of doing business.

Managed Services – MSP RMM Platforms: Barracuda Networks

Channel Executive: Jason Beal, VP, Worldwide Partner Ecosystems

Barracuda Networks came out on top in this product category with an overall score of 82.7.

The company had the highest average scores in three criteria categories: 79.5 in product innovation, 83.1 in partnership and 78.2 in managed and cloud services.

Barracuda Networks’ highest grades in specific subcategory criteria included 86.5 in richness of product features/functionality, 86.4 for solution provider program and 88.9 for ease of doing business.

Network Connectivity: Comcast Business

Channel Executive: Matthew Fassnacht, VP and Channel Chief

Comcast Business came out on top in this core channel service category with an overall score of 81.1.

The networking services provider had the highest average score for partnership with 81.2 and tied for the highest score in managed and cloud services at 74.5.

Among its top scores for specific subcategory criteria were 85.4 for richness of product features/functionality, 84.2 for pre-sales support and 84.2 for communication.

Networking Infrastructure – Enterprise: HPE Aruba Networking

Channel Executive: Jim Harold, VP of Channels

This technology category was a clean sweep for HPE Aruba with an overall score of 84.1, highest average scores for all criteria categories and highest scores for all 22 subcategory criteria.

The company received average scores of 81.5 for product innovation, 79.8 for support, 83.6 for partnership, and 75.6 for managed and cloud services.

In the product innovation category HPE Aruba received scores of 90 for product quality and reliability – one of the highest scores on this year’s Annual Report Card – and 85.3 for technical innovation. In the partnership category the company scored 86.4 on revenue and profit potential and 86.3 on ease of doing business.

Networking – Enterprise Wireless LANs: HPE Aruba Networking

Channel Executive: Jim Harold, VP of Channels

This technology category was nearly a clean sweep for HPE Aruba with an overall score of 85.9, the highest average scores for all criteria categories, and the highest scores for all but one subcategory criteria.

The company received average scores of 82.8 for product innovation, 80.3 for support, 84.1 for partnership, and 80.6 for managed and cloud services.

Solution providers have HPE Aruba the highest scores in 21 of the ARC 22 subcategory criteria including 90.4 for product quality and reliability, 89.2 for product compatibility and ease of integration, and 86.9 for richness of product features/functionality.

Networking – SD-WAN: HPE Aruba Networking

Channel Executive: Jim Harold, VP of Channels

HPE Aruba came out on top in a close match in this fast-growing technology category with an overall score of 84.5.

The company had the highest average scores in three criteria categories: 83.7 in product innovation, 79.1 in support and 83.6 in partnership.

Only a point or two separated HPE Aruba and the competition in many of the subcategory criteria. But HPE Aruba stood out in technical innovation (89.2), revenue and profit potential (91.5), and services opportunity (85.7).

Networking – SMB Networking: HPE Aruba Networking

Channel Executive: Jim Harold, VP of Channels

HPE Aruba completed its run of four product category trophies with a closely fought battle in this product category where the company received an overall score of 83.4.

The company had the highest average scores in product innovation (84.9) and managed and cloud services (75.5).

HPE Aruba received a score of 96.8 for product quality and reliability – the highest single score for all of the 2024 ARC – while its 94.4 for product compatibility and ease of integration was the second highest score. Other scores included 88.4 for richness of product features/functionality and 87.3 for product marketability.

Security – Cloud and Application: Tenable

Channel Executive: Jeff Brooks, Senior VP, Global Channels and Business Development

Tenable had the highest overall score, 84.0, in a close battle in this key security product category.

The company had the highest average scores in support (79.7) and managed and cloud services (79.5).

Tenable received impressive scores in the product innovation criteria including 89.0 in product quality and reliability and 87.8 in technical innovation.

Security – Data Security: Sophos

Channel Executive: Kendra Krause, Senior VP, Global Channels and Small Business Sales

Sophos received an overall score of 87.3 in this uncontested technology category. The company received average scores of 83.4 in product innovation, 81.5 in support, 85.9 in partnership and 82.3 in managed and cloud services.

Notable scores given to Sophos by channel partners included 88.5 for product quality and reliability, and 87.3 for richness of product features/functionality, technical innovation, product compatibility and ease of integration, and revenue and profit potential.

Security – Email and Web Security: Mimecast

Channel Executive: Stan de Boisset, Senior VP, Worldwide Partners

Mimecast was a near-runaway winner in this cybersecurity technology category with an overall score of 84.8.

The company had the highest average scores across all four criteria categories: 81.7 in product innovation, 81.0 in support, 81.9 in partnership and 78.9 in managed and cloud services.

Particularly notable was Mimecast’s grade of 90.1 for product quality and reliability.

Security – Endpoint Security: Huntress

Channel Executive: Jordan Redd, VP, Channel and Customer Account Management

Huntress was the clear winner in this crowded technology category with an overall score of 85.1.

The company had the highest average scores across all four criteria categories: 83.2 in product innovation, 78.9 in support, 83.3 in partnership and 78.8 in managed and cloud services.

Huntress received the highest scores in many of the subcategory criteria including 88.4 in product compatibility and ease of integration, 87.2 in post-sales support, and 89.6 in ease of doing business.

Security – Identity: SailPoint

Channel Executive: Dave Schwartz, Senior VP, Global Partners

SailPoint was the winner of this product category with an overall score of 81.4.

The company had the highest average scores in three of the four criteria categories: 80.2 in product innovation, 75.9 in support and 75.5 in managed and cloud services.

SailPoint’s highest score was 89.7 for product quality and reliability.

Security – Managed Detection and Response: Sophos

Channel Executive: Kendra Krause, Senior VP, Global Channels and Small Business Sales

Sophos came out on top in this competitive, all-important security product category with an overall score of 86.4.

The company had the highest average scores in all four criteria categories including 83.2 in product innovation, 79.5 in support, 84.5 in partnership, and 82.2 in managed and cloud services.

Some of Sophos’ highest scores came in the product innovation criteria including 88.8 for both product quality and reliability and richness of product features/functionality, and 87.7 for both technical innovation and product compatibility and ease of integration.

Security – Security Operations Platform: Cribl

Channel Executive: Zac Kilpatrick, VP, Global Channels and Alliances

Upstart Cribl scored a significant victory over some established vendors in this critical cybersecurity technology space with an overall score of 85.3.

Cribl, in fact, swept the competition with the highest scores across all criteria. Across the four criteria categories Cribl had average scores of 83.3 for product innovation, 78.7 for support, 82.1 for partnership, and 80.9 for managed and cloud services.

Specifically within the product innovation criteria category, Cribl’s impressive scores included 90.6 for richness of product features/functionality and 88.3 for technical innovation.

Security – Security Service Edge: Cisco

Channel Executive: Rodney Clark, Senior VP, Partnerships and Small & Medium Business

Cisco Systems came out on top in a close match in this key security technology category with an overall score of 80.2.

Cisco had the highest average scores across three of the four ARC criteria categories including 77.8 for product innovation, 75.9 for support and 76.2 for managed and cloud services.

The company’s high scores in subcategory criteria included 88.2 in product quality and reliability, 85.8 in technical innovation and 83.1 for cloud-readiness of channel program.

Security – Network Security – Enterprise: WatchGuard Technologies

Channel Executive: Adam Otis, Senior Manager, Channel Programs and Operations

WatchGuard faced a lot of competition in this key security technology category but came out on top with an overall score of 86.5.

The company had the highest average scores in three of the four criteria categories including 85.2 in product innovation, 81.7 in support, and 82.1 in managed and cloud services.

WatchGuard scored an impressive 90.6 for product quality and reliability and 89.4 for technical innovation. Partners also gave the company a high grade (87.0) for post-sales support.

Security – Network Security – SMB: (Tie) Sophos

Channel Executive: Kendra Krause, Senior VP, Global Channels and Small Business Sales

With each garnering an overall score of 84.8 Sophos and WatchGuard ended up in a tie in this SMB security product category that’s of great importance to the channel.

Sophos had the highest average scores in the product innovation (81.3) and managed and cloud services (80.3) criteria categories.

Sophos’ win in product innovation was due to its impressive scores for product quality and reliability (88.7) and richness of product features/functionality (88.8).

Security – Network Security – SMB: (Tie) WatchGuard Technologies

Channel Executive: Adam Otis, Senior Manager, Channel Programs and Operations

With each garnering an overall score of 84.8 Sophos and WatchGuard ended up in a tie in this SMB security product category that’s of great importance to the channel.

WatchGuard had the highest average scores in the support (80.7) and partnership (84.2) criteria categories.

WatchGuard’s win in support was helped by high scores for pre-sales and post-sales support (85.3 and 84.2, respectively) while its partnership was driven by high scores for revenue and profit potential (87.6) and ease of doing business (88.8).

Storage – Data Protection: Hewlett Packard Enterprise

Channel Executive: Phil Soper, North America Head of Channel Sales

HPE was the winner in a close match in this product category with an overall score of 84.0.

The company had the highest average scores across three of the four ARC criteria categories including 81.2 for product innovation, 78.9 for support and 82.0 for partnership.

HPE’s winning subcategory criteria scores included 83.5 for product marketability, 83.6 for solution provider program and 84.7 for integration with services management tools.

Storage – Enterprise Network Storage Hardware: Pure Storage

Channel Executive: Wendy Stusrud, VP, Global Partner Sales

Pure Storage beat out some big competitors in this channel product mainstay category with an overall score of 84.5.

The company’s highest average scores across all four criteria categories included 82.7 for product innovation, 80.5 for support, 81.8 for partnership, and 76.9 for managed and cloud services.

Among its highest subcategory criteria scores were 87.1 for richness of product features/functionality, 86.0 for technical innovation, 84.8 for product marketability and 84.8 for ease of doing business.

Storage – SMB External Storage Hardware: Buffalo Technology

Channel Executive: Bill Rhodes, Director of Channel Sales

In yet another close match Buffalo Technology narrowly won this product category with an overall score of 85.9.

The company had the highest average scores in two criteria categories: 82.4 in support and 86.0 in partnership.

Partners gave Buffalo high marks in a number of subcategory criteria including 88.5 and 89.7 for pre-sales and post-sales support, respectively; 89.7 for ease of doing business; and an impressive 90.9 on revenue and profit potential – one of the highest scores on this year’s Annual Report Card.