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List:       inet-access
Subject:    One more integration thing to note
From:       "Jeffrey Meltzer" <jeffrey () exobitnetworks ! com>
Date:       2004-01-28 16:54:44
Message-ID: 20040128164809.A888426E95 () ultra2 ! exobit ! org
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Hardware is a necessary evil (at least i've found).

If laying out $50k+ for 60 days to make 3-4 points on it makes you queesy,
forget it.

Ideally, these days you want to give customers 2 quotes, one on labor, and
one on hardware from like a CDW type place who's not going to try and steal
the integration out from under you, and maybe gives you 1-2 points on the
hardware.  But, customers are (mostly) lazy, and just want one quote, to
write one PO, one check.  etc.  If you can't do it all, they'll go to the
guy who can.

Thanks to the boxpushers of the world, hardware's become a commodity, and
there's virtually no room for markup.  There are 50 guys who's cost to
purchase the hardware is cheaper than the price you're selling on your
quote.  ahh, the days of the 20% markup...

Jeff


--
Jeffrey Meltzer
Exobit Networks Inc.

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