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I am conducting a survey to understand how Communication Service Providers (CSPs) and System Integrators (SIs) sell enterprise network products to businesses. If you have experience working at a relevant company or have knowledge about this field, I would greatly appreciate your assistance in answering a few questions.
Below are the questions I am seeking clarity on:
Additionally, if you could provide some information about the size of the CSP or SI you are referring to, as well as the specific verticals they operate in (e.g., healthcare, industrial, education, etc.), it would be extremely helpful.
Thank you for your time and insights! 😊
When providing solutions to customers, do you have a standard list of vendors that you typically choose from? If so, roughly how many vendors are on this list?
How often do clients request specific equipment from a certain vendor?
When a client requests equipment from a specific vendor, how often is that vendor already on your standard list?
How frequently do you consider adding new vendors to your list of preferred vendors?
What criteria must a new vendor meet to be added to your list of preferred vendors?
Do you have vendors for specific areas, such as security, or are your vendors more general, offering a one-stop shop for various needs?
Does it happen that your enterprise customers purchase products and services directly from the OEM after consulting with you? If so, how often does this occur, and is it with or without your blessing?
How frequently do you sell products from vendors other than Cisco? Do you tend to mix and match products from different vendors in your sales?
Would you be interested in selling products from other vendors, or is Cisco your main vendor? Are there any concerns about losing Cisco’s support or facing repercussions from Cisco if you diversify your product offerings?
How significant are the pricing differences between your top 3 vendors? What factors contribute to the pricing variations?
Who holds the SLA, you or the OEM?