When IT procurement professionals are proactively seeking cost containment and vendor reduction in their 2020 objectives, one of the strategies should include a focus on hardware (data center and/or networking) operational expense, and the proven value propositions of the independent hardware support marketplace. Many of us in this independent support industry, as well as Gartner analysts, have found that standardized RFPs too often include components/questions that don’t apply. Yet, almost all RFPs for hardware maintenance are severely lacking the core elements that would help balance cost reductions with minimized risk. In fact, these RFPs are often two-dimensional and enable misrepresentation and sub-par service. Help us, help you! This three-part blog is designed to educate, while drawing greater attention to internal best practices, critical RFP elements, asset prioritization and a reduced cost without sacrifice to necessary service.
For those of you with any knowledge of Hardware Lifecycle Management practices, you likely understand that to reduce TCO, extend the useful life of and contain OpEx budgets, you need to ensure that:
“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).