Cisco: Dealing with the vendor behind the VARs
If you’ve ever tallied your company’s spend on Cisco products and compared it against what you spend with other telecom and IT suppliers, in most cases, it’s as large or even larger. Yet this fact often sits below the radar in most shops because the vast majority of companies do not have a contractual arrangement directly with Cisco, and instead purchase the vendor’s products and services through one or more value added resellers (VARs).
In such VAR arrangements, it can be tough to see past the smoke and mirrors that Cisco puts up to actually see the vendor that you are really negotiating with.
So, which best practices should large companies use to successfully manage Cisco?