Cisco Systems recently disclosed plans to End of Life (EOL) and End of Service (EOS)

February 8, 2010

2 Min Read
$9 Billion Cisco Opportunity: Seize Your Fair Share

By Christine Callahan 2

cisco end of life servicekey ismo

cisco end of life servicekey ismo

Cisco Systems recently disclosed plans to End of Life (EOL) and End of Service (EOS) over $9 billion worth of Cisco gear. That move actually creates new support opportunities for VARs and solutions providers. Here’s why.

Cisco’s policy of ending support on previous models of equipment has created a sound requirement in the market for an Independent Service & Maintenance Organization (ISMO).  As a solutions provider, your customers are no longer in the economic mindset of upgrading expensive networking equipment just because the manufacturer decides not to service it any longer. In other words, Cisco’s EOL and EOS moves are creating sales opportunities for VARs.

To take advantage of this sales opportunity, follow these 3 simple steps:

  1. Follow this end of life link, which lists more than $9 billion worth of equipment that Cisco is no longer supporting.

  2. Read and save the supporting article to educate your customers that Cisco manages new hardware launch and EOL/EOS timelines to satisfy their business strategy and manage customers with intimidation tactics.

  3. Identify all customers that have purchased Cisco equipment from you or you know have Cisco equipment.

Next Moves

After you create a list of customers that have end-of-life Cisco gear, you need to monetize that list while helping your customer base. One suggestion: Explore Independent Service & Maintenance Organization (ISMO) opportunities.

Generally speaking, Master ISMOs allow VARs to offer branded services such as a centralized helpdesk, North American field tech services, vendor neutral maintenance, warranty and integrated hosted solutions in the midrange, networking and storage environments. As an ISMO, VAR’s will enjoy an expanded geographical sales and support.

The fastest way to get started is to work with a Master ISMO — a company that has zero channel conflictChristine Callahan

Christine Callahan

and works exclusively with VARs and solutions providers. That’s our specialty at ServiceKey. We’re working closely with VARs to help them become ISMOs. All it takes is a quick conversation (1-877-GO-4-ISMO) to learn how to become an ISMO and obtain quotes that will preserve your customers’ hardware investment and save them money.

Christine Callahan (pictured) manages channel and alliance programs for ServiceKey. Monthly guest blogs such as this one are part of The VAR Guy’s 2010 sponsorship program. Read all of her guest blogs here.

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