That's an interesting article I'm going to have to forward to my co-workers. Thanks.
I can say we have had the same problem with MCI and AT&T, but we have beaten them to get wins, not on price, but on the rapport and confidence we establish with a customer and the core competency of our engineers. I can't blame them for dumping though, because you do need to keep your engineers working, and a little money from the services side is better than losing the whole job altogether. I was just working on an international job, and when we quoted our HW at 4 points, the UK office we were working with almost died! They couldn't believe how bad it has become in US, as they still get 15 points regularly! It's good to see that Cisco is still talking about it's channel though, as there are plenty of companies that have tried to go direct and cut out the channel because of the economy. *cough* *cough* Oracle *cough* -- RFC 1149 Compliant. Get in my head: http://sar.dynu.com ""Chuck"" wrote in message [EMAIL PROTECTED]">news:[EMAIL PROTECTED]... > saw this one come through the other day: > > http://www.varbusiness.com/Sections/News/BreakingNews.asp?ArticleID=35063 > > "One Cisco distributor on hand in Florida summed up the problem this way: > "We buy Cisco gear at 42 points off [list] but routinely see it being dumped > by one carrier for 45 points or more. Given that, there's no way that little > guys can compete." > > "Recognizing that smaller partners are key to penetrating tens of thousands > of smaller accounts where Cisco hopes to dominate, the vendor has demanded > that this action stop. It has even gone so far as to indicate that it will > not tolerate those who don't live up to the spirit of their contracts and > stop doing business with them in the manner in which it does today. " > > Me thinking: I'll keep that in mind next time Cisco beats me in a contest by > selling directly to my customer at several points off below what I can do. > > One IOS to forward them all > One IOS to find them > One IOS to summarize them all > And in the routing tables bind them > > - JRR Chambers - > > > PS - buried far into the article is the comment that "specialization is > here to stay" oh joy! Message Posted at: http://www.groupstudy.com/form/read.php?f=7&i=43301&t=43289 -------------------------------------------------- FAQ, list archives, and subscription info: http://www.groupstudy.com/list/cisco.html Report misconduct and Nondisclosure violations to [EMAIL PROTECTED]
