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).
Hardware maintenance is a physical process. When a connection is broken, severed, or jostled loose – someone must reconnect the wire. When a circuit board is damaged by heat or moisture, someone must replace the board to return the unit to service. None of this has changed since the ENIAC (1st computer) began the computer era. The concept of logic gates created with plug boards are still in use – only the production method has changed to switch from very large wires to printing tiny wires into a silicon wafer.