In the sales activity of my Company the requests of quotations for Wifi Point to Point connection (often called Wifi bridge connection) are now business as usual. For this reason a distributor (but also a reseller) must develop a best practice to answer in an effective way.
continue reading…
Cisco invested $ 1.6 billions in a 100 Gigabit router to update the core of Internet as he believes that soon the consumer market will need 15 TB per user per month. Most of these 15 TB are used for video application. What is the role of IPTV in this game and what kind of opportunity it offers to the channel?
The recent Cisco’s product announcement of the router CSR-3 is based on the vision of a future explosion of a broadband requirements in the consumer and in the B2B market (Cloud Computing). The Fiber to home (FTTH) access technology is necessary to cope with this kind of broadband requirements. Is there an opportunity for the channel? continue reading…
At the beginning of March Cisco announced the new ‘giant’ router CSR-3. The performances of this product are huge compared to the current needs of ISP. What is the strategic view of Cisco to justify this investment? What is the impact for the channel of this strategy? continue reading…
This is the first of a series of posts regarding the sales best practice in the B2B ICT channel.
Even if it deals mainly with the distributor’s practice, I think other partners of the chain channel can find it useful. The end user itself might use this best practice to understand if his partner his making the right questions (or just understand why the partner is making so many questions 
).
In this post I will deal with one of the basic – and more frequent – question in my current sale activity: what’s the best (technically and economically) way to connect to Internet? continue reading…
I wrote in the post Cisco decleares war to HP: is just to gain the blade market? that Cisco declared war to Hp to gain the leadership of the Cloud Infrastructure tornado market. So, the impact for the channel should be evaluated in the long term view. In this optic it should be analyzed the Cisco/EMC/Acadia partnership and the introduction of the relative certification for the channel. This long term analysis is not yet in my current possibilities.
If we restrict the analysis to a short term prospect, specifically to the blades market battle, it is possible to identify some key trends. continue reading…
I brief described in my post Cisco’s data center virtualization strategy: an innovation cycle analysis. how Cisco was trying to implement his data virtualization vision through a platform innovation strategy without hurting his traditional Echo system. Cisco held this strategy until March 2009, when he announced to the world his concept of Unified Computing System. The first analysis highlighted immediately that with this announcement Cisco was declaring war to Hp and also to IBM. What happened to push Cisco to this new strategy? continue reading…
How the current war between Cisco and HP will impact and change the B2B channel? I believe that the model of Geoffrey A. Moore and his analysis of Cisco’s position can help considerably to understand how this war started. continue reading…
I would like to share with you my first experience with Google AdWords.
I divided this post in three parts. The first part regards the building of the campaign; the second part presents the analysis of the results; this section presents the conclusion of this experience. continue reading…
I would like to share with you my first experience with Google AdWords.
I divided this post in three parts. The first part regards the building of the campaign; this section presents the analysis of the results; the third is dedicated to the conclusion. continue reading…
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