From: Joe Rinehart (jjrinehart@hotmail.com)
Date: Thu Jan 03 2008 - 15:19:33 ARST
I have a thought I wanted to bounce off everyone since most of us are or
have been connected to a Cisco partner relationship directly. I am very
clear on the technical aspect of how it all works, but not as clear when it
comes to the various business models out there with regard to being a Cisco
reseller. The way I see it, there are slight variations in essentially the
same themes:
1. Value Added Reseller/Systems Integrator Approach:
a. Cisco hardware/Smartnet purchased at a discount and resold at a
fixed margin.
b. Professional services revenue sold in conjunction with HW/SW at
a higher margin.
c. Ancillary and/or related services or products as possible add-on
revenue.
d. Two basic approaches: Lead with hardware and pull through
professional services or
lead with professional services and pull through hardware.
e. Examples: Calence, Dimension Data, INX, Nexus IS, etc. (using
local examples here)
2. Distributor/Hardware Vendor.
a. Typically hardware sale only, usually low margin and high
volume.
b. Few or no professional services involved, often e-fulfillment
through web or other means.
c. Highly transactional.
d. Examples: AT&T, Verizon, Qwest, Comstor, Tech Data.
I am not sure I have seen anything outside of these basic models, can anyone
add or advance any ideas?
Joe Rinehart, MBA, CCIE #14256, CCNP/DP/VP
Systems Engineer
NetVersant Solutions
www.netversant.com
This archive was generated by hypermail 2.1.4 : Fri Feb 01 2008 - 10:37:57 ARST