Somewhere between Cisco Systems and disruptive startups like Digium, there is a wasteland of networking companies that tried — and failed — to compete against Cisco. Still, a few nimble firms carve out solid networking niches for themselves. The VAR Guy will spend Nov. 17 through 19 with one such company: ADTRAN Inc. Here are four key issues he expects to explore during the visit.

1. Living (And Growing) In Cisco’s Shadow:  Take a look at this list of companies Cisco has buried in recent years. How has ADTRAN maintained growth in an industry filled with so many business casualties or Cisco acquisitions? Some answers will emerge this week.

2.  ADTRAN Financials: It has been a month since ADTRAN announced quarterly results. Those results met Wall Street’s expectations but the company’s outlook scared some investors.

Alas, the economic crisis has grown worse in recent weeks, so The VAR Guy wonders if the financial mood around ADTRAN has changed. This isn’t a financial conference. But The VAR Guy will ask a few dollars and cents questions.

3. Telecom Business: A lot of channel folks focus mostly on ADTRAN’s network equipment sales to businesses. But The VAR Guy wants to hear more about ADTRAN’s work with telecom and broadband service providers. While big service providers hype fiber broadband, ADTRAN continues to push Ethernet over Copper. Are customers showing interest?

4. Managed Services: The VAR Guy has noticed ADTRAN sponsoring MSPAlliance conferences in recent months. The MSPAlliance serves managed service providers — which are VARs and integrators that remotely manage customer networks. By hanging out MSPAlliance events, ADTRAN seems to be researching that market … …

It’s nearly time for The VAR Guy’s trip to ADTRAN. He’ll be back online later today with more perspectives.

Full Disclosure: ADTRAN is covering The VAR Guy’s travel costs to the company’s “Get REAL” event in Huntsville, Alabama. (How else do you think an anonymous blogger can afford to live on the road?) If you think the paid travel impacts The VAR Guy’s objectivity, post a comment and explain where our resident blogger missed the mark with his ADTRAN coverage.

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