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Cisco Enterprise Agreements: Where’s the Beef?

The more I work with Cisco lately, the more I’m reminded of the television commercial made famous by the Wendy’s hamburger chain in the United States, wherein an elderly woman and her friends open their giant hamburger bun only to find a tiny piece of meat inside and ask, “Where’s the beef!?”  When I review Cisco EA agreements, our clients and I are asking the same question, but in this case the EA is the giant bun and the beef is the value.  What’s getting presented to us on this nice Cisco plate appears to be a lot of hamburger (i.e. the “best deal!”), but often when we lift the bun, the value (beef) is elusive and hard to find. The “Best ...

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Supplier Market Update: Huawei

Many of you may be waiting and watching to see how the trade issues between China and the United States are resolved, and specifically its impact on Huawei.  With current and future Telecom & Network infrastructure projects under consideration, what are the critical things to know when considering Huawei? Despite all the political turmoil for Huawei, most of it originating out of the United States, the company has quietly become one of the largest telecommunications equipment manufacturers in the world.  Huawei expects revenue of about $100 billion annually for the next two years, compared with $105 billion in 2018 including a $30B expected ...

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