If you are already familiar with Independent Hardware Support, also known as Third Party Maintenance (TPM), it’s likely that you’ve previously chosen to adopt Hardware Lifecycle Management Best Practices, or even a Hybrid Hardware Support model. If you have, this blog is for you. If you have not yet done so, we can suggest other blogs to help you in answering “why,” along with estimating the value to transitioning your support model.
By now, you have undoubtedly heard the stories of Cisco conducting entitlement audits to verify compliance or impose penalties on those who are unable. If you are not familiar with this issue or its history, I would highly encourage you to read Grant Patten’s (our VP, Service Delivery) article from a few weeks ago. The article is entitled (click the link to read): What Cisco and Traditional TPMs Don’t Want You To Know; Why We Need a Better Maintenance Solution.
“Educate them. But don’t OVER-educate them,” that was a former boss’s direction before pitching my former company’s solution to a client. He was afraid that if a prospect truly understood the economics of Cisco third party maintenance (“TPM”), they would choose to do it themselves rather than buying maintenance from us. My goal today is to “OVER-educate” you by opening the kimono on the economics of the industry.
In our first blog for Systems Integrators, we introduced the potential cost reductions possible for your federal clients, by taking a closer look at the best practices of Hardware Lifecycle Management. But, more specifically, I shared the notion of the “hybrid hardware support model.” This is where assets under warranty are maintained by the OEM, but post-warranty assets are maintained by a significantly less expensive independent hardware support provider (like XS International).
Why has hardware support vendor vetting been reduced to a “price-only” methodology? Is “uptime” and MTTR no longer important?
What really happened over the last ten years? Prior to current practices, data center hardware and hardware infrastructure experts were heavily involved in the procurement of hardware support – particularly when it applied to independent support for post-warranty hardware assets. During the vetting process, it was you who asked the really good questions and absolutely knew how to mitigate risk for mission-critical assets. You knew well how to discern critical from non-critical assets. You knew the questions to ask to ensure vendors being vetted had established:
Looking for a new, experienced hardware solutions specialist? You’re a perfect fit for “hardware lifecycle best practices.”