Is Cisco In Danger Of Losing Its Networking Crown?

　　思科的網(wǎng)絡(luò)霸主地位動(dòng)搖了么?

　　As Cisco Systems (NSDQ:CSCO) continues to diversify its product offerings and move from being just a routing and switching vendor to a full solution player, it’s opening the doors for others to stake a claim on some of Cisco’s turf.

　　思科系統(tǒng)公司不斷推出多樣化的產(chǎn)品，并在由單純的路由器和交換機(jī)供應(yīng)商向完整的方案商轉(zhuǎn)型，但這卻給其它渠道商打開了方便之門，伺機(jī)奪取了思科的一部分領(lǐng)地。

　　While VARs typically see Cisco as the top dog of networking technologies, they are noticing other players creeping up, with ProCurve Networking by HP (NYSE:HPQ) and Juniper Networks (NSDQ:JNPR) being the two most notable threats.

　　方案商們雖然表面上還把思科當(dāng)作網(wǎng)絡(luò)技術(shù)領(lǐng)域的霸主，但已經(jīng)注意到其它渠道商正在崛起，像推出ProCurve Networking技術(shù)的惠普和Juniper Networks公司已經(jīng)成為兩個(gè)不可小覷的競(jìng)爭(zhēng)對(duì)手。

　　A recent UBS Investment Research survey found that Cisco is losing some of its clout with solution providers, likely due to it focusing more on segments like VoIP, security, wireless, Web 2.0 and a host of others.

　　最近的UBS投資研究報(bào)告表明，思科在方案商中的威望已經(jīng)下降，很可能是因?yàn)樗伎圃絹碓疥P(guān)注其它領(lǐng)域，如VoIP、安全、無線和Web 2.0等。

　　Cisco putting its hands in several cookie jars, coupled with fluctuations and uncertainty in network spending, has VARs keeping a keen eye on other, lower-cost networking vendors they say could prove to be true rivals for the incumbent champion’s network supremacy.

　　思科接觸了其它的誘人領(lǐng)域，再加上網(wǎng)絡(luò)成本的波動(dòng)性和不確定性，方案商開始關(guān)注其它渠道商，并認(rèn)為，低成本的網(wǎng)絡(luò)供應(yīng)商有可能成為當(dāng)前網(wǎng)絡(luò)霸主的真正威脅。

　　"If I was Cisco I’d definitely be wondering what’s going on," said Jamie Vost, vice president of sales at Novanis Enterprise Solutions, a Springfield, Ill.-based solution provider.

　　如果我是思科，我一定會(huì)想想到底是怎么回事， 方案商N(yùn)ovanis公司銷售副總裁Jamie Vost說。

　　The UBS survey found that solution providers are seeing the competition heating up to control the enterprise LAN and that more VARs will turn to alternative vendors to fill their customers’ needs, mainly due to the lower costs and higher returns. According to the survey, VARs see ProCurve and Juniper chipping away at Cisco’s visibility in the channel, mainly due to their lower cost and mostly similar functionality.

　　UBS調(diào)查顯示，方案商在LAN領(lǐng)域的競(jìng)爭(zhēng)日益激烈，越來越多的方案商開始憑借低成本、高回報(bào)這個(gè)優(yōu)勢(shì)，給供應(yīng)商提供多重選擇來滿足客戶需求。方案商看到ProCurve和Juniper憑著產(chǎn)品具有低成本而基本相似的功能，而挑戰(zhàn)著思科在渠道中的權(quán)威地位。

　　Another recent survey, performed by Goldman Sachs, also showed that Cisco is slipping in routing and switching, despite seeing market-share increases in nearly every other category it serves. In enterprise routers, Goldman Sachs said, Cisco declined from 84 percent to 82 percent market share and in switching it dipped from 71.7 percent to 71.4 percent.

　　Goldman Sachs公司最近進(jìn)行的另一則調(diào)查也顯示，思科在路由器和交換機(jī)領(lǐng)域漸漸變得松懈起來，卻增加了幾乎所有其它領(lǐng)域的市場(chǎng)占有率。在企業(yè)路由器方面，思科的市場(chǎng)占有率從84%下降到82%，而在交換機(jī)方面，則從71.7%下滑到71.4%。

　　As VARs see other networking vendors clawing and scratching in their fight to be No. 2 to Cisco’s No. 1, UBS’s survey found that enterprise demand for Cisco gear is weakening, opening the door for the ProCurves and Junipers of the world to swoop in and snag a piece of the action.

　　方案商注意到，網(wǎng)絡(luò)供應(yīng)商在千方百計(jì)地向僅此于思科的第二位靠攏。UBS的調(diào)查顯示，思科的開放政策使ProCurves和Junipers乘虛而入，并抓住了一些商機(jī)，從而引起企業(yè)對(duì)于思科設(shè)備的需求減少。

　　According to UBS, surveyed VARs expect just 4 percent growth from Cisco gear over the next 12 months. That’s down nearly a half-percentage point compared with a March 2000 survey and down 1.8 percent from a year ago. In Europe, VARs expect to see only 1.6 percent growth from Cisco sales. In addition, 58 percent of VARs expect to see weaker orders, compared with just 33 percent expecting weaker orders in March.

　　根據(jù)UBS調(diào)查，方案商僅希望思科設(shè)備在明年增長4%，這與今年3月份進(jìn)行的一次調(diào)查結(jié)果相比幾乎降低了0.5%，而與去年同期相比則降低了1.8%。而歐洲的方案商僅希望思科銷售增長1.6%。此外，58%的方案商希望思科銷售減小，而今年3月調(diào)查中卻僅有33%的方案商有此期望。

　　Frank Kobuszewski, vice president of the technology solutions group at CXtec, a Syracuse, N.Y.-based solution provider, agreed that smaller, lower-cost vendors are popping up more frequently on VAR radar screens, but he said Cisco’s large installed base could keep the competition at bay for the immediate future.

　　CXtec公司的技術(shù)方案部副總裁Frank Kobuszewski表示，解決方案渠道的確涌現(xiàn)出越來越多的小型、低成本的供應(yīng)商，但憑借其巨大的根基，思科在最近的將來還是可以抵擋住競(jìng)爭(zhēng)的。

　　Cisco still has "a massive switch installed base," Kobuszewski said, adding that roughly 50 percent of CXtec’s hardware sales are switches. Still, Kobuszewski said, vendors like ProCurve, Nortel Networks, 3Com and Juniper are making strides in the bread-and-butter networking arena as Cisco spreads its wings further to incorporate other technologies.

　　Kobuszewski說，思科仍然有大量的交換機(jī)安裝基地，而CXtec幾乎50%的硬件銷售正是來自交換機(jī)。但是，正在思科廣泛地吸納其它技術(shù)時(shí)，其它供應(yīng)商，如ProCurve、Nortel Networks、3Com 和Juniper，卻正在網(wǎng)絡(luò)基礎(chǔ)領(lǐng)域快速前進(jìn)。

　　"They all make very good switches," he said. "And when it comes to the edge, a switch is a switch."

　　他們的交換機(jī)做的很好，但達(dá)到頂峰時(shí)，交換機(jī)畢竟還是交換機(jī)，他說。

　　Don Gulling, president of Ocala, Fla.-based solution provider Verteks Consulting, a large 3Com (NSDQ:COMS) partner, agreed. He said the current economic climate is ripe for smaller, value-conscious brands to infiltrate networks while also creating opportunities for smaller VARs to engage larger customers that once ignored them.

　　方案商Verteks Consulting公司總裁Don Gulling稱，3Com簽訂了一家大型合作伙伴。他說，當(dāng)前的經(jīng)濟(jì)環(huán)境已經(jīng)成熟，網(wǎng)絡(luò)領(lǐng)域正在融入小型而增值的品牌，小型的方案商也有機(jī)會(huì)獲得那些不曾重視過他們的大客戶。

　　"Now we’re seeing those customers giving us a shot," Gulling said. "I do see customers re-evaluating their vendor relationships and giving smaller IT shops another chance. Customers are willing to listen now and VARs have got to be on the lookout for that."

　　現(xiàn)在我們看到，那些客戶給了我們一次機(jī)會(huì)，我的確看到客戶重估了和供應(yīng)商的合作關(guān)系，并給予小型IT商家一次機(jī)會(huì)。客戶現(xiàn)在愿意傾聽，方案商應(yīng)該關(guān)注這一點(diǎn)，Gulling說。

　　Kobuszewski said that despite more vendors looking to erode Cisco’s market share, he hasn’t noticed their products garnering higher margins just yet. But as customers are looking for the best price for performance available, VARs are seeking out alternatives.

　　Kobuszewski稱，盡管更多的供應(yīng)商試圖吞掉思科的市場(chǎng)份額，他還沒看到他們的產(chǎn)品獲得了更大的利潤空間。但是，只要客戶的目標(biāo)還是性價(jià)比最高的產(chǎn)品，方案商就有解決的辦法。

　　"The more alternatives that we have to let the customer know they’ve got choices, the better off we are," he said. And for Cisco to maintain its dominance it has to not only focus on the advanced technologies it has begun offering, but also keep alive the message of its "foundation business," which is routing and switching, Kobuszewski added.

　　我們讓客戶了解到他們的選擇越多，這對(duì)我們就越好，他說。此外，思科要想保持它的霸主地位，就不僅要專注初始的高科技產(chǎn)品，還要讓大家能夠銘記它的基礎(chǔ)業(yè)務(wù)是路由器和交換機(jī)，Kobuszewski補(bǔ)充道。

　　Where HP Is Gaining Ground

　　惠普能走多遠(yuǎn)?

　　Novanis’ Vost, however, said he’s seen first-hand how lower-cost competition can change the game. Novanis deals both in Cisco (NSDQ:CSCO) and ProCurve. In the six years it been a ProCurve partner, he said, he’s seen the Palo Alto, Calif.-based networking arm of HP (NYSE:HPQ) slice up pieces of Cisco’s pie, offering him strong profits at the same time.

　　但是，Novanis公司Vost卻說，他已經(jīng)看到低成本競(jìng)爭(zhēng)是怎樣直接改變這個(gè)渠道的角逐的。Novanis與思科和ProCurve都有業(yè)務(wù)往來。與ProCurve合作6年來，他看到網(wǎng)絡(luò)公司惠普已經(jīng)分到了思科的一杯羹，同時(shí)也為自己贏得了豐厚的利潤。

　　"What I’ve seen the last 12 to 18 months, I’ve seen ProCurve taking off," he said, adding that some large accounts, including major universities, have started taking out their Cisco gear and swapping in ProCurve.

　　在過去的1年到1年半的時(shí)間，我已經(jīng)覺察到ProCurve在騰飛，他說，并補(bǔ)充道，一些大客戶，如主要大學(xué)，已開始抽出在思科的交換機(jī)等設(shè)備的投資，并轉(zhuǎn)向ProCurve。

　　And that’s not just happening at the edge, it’s happening at the core as well.

　　這不僅觸碰了冰山一角，而且擊中了靶心。

　　Vost said part of the dynamic stems from ProCurve’s lifetime warranty on most of its gear, which in rocky economic times can be perceived as an attractive alternative to Cisco’s SmartNet maintenance program. Add to that the generous margin typically offered by alternative vendors, and Cisco partners will start to take note, he said. ProCurve has also gotten more aggressive with partner programs, marketing campaigns and rebates, helping it connect with VARs and flex its muscle.

　　Vost稱，這個(gè)變化一部分是源于ProCurve大部分設(shè)備的永久質(zhì)量保證。在這個(gè)經(jīng)濟(jì)搖擺不定的時(shí)代，這項(xiàng)措施無疑比思科的SmartNet維修計(jì)劃更具吸引力。還有一個(gè)原因就是供應(yīng)商有了寬泛的選擇余地，這點(diǎn)正是思科的合作伙伴開始關(guān)注的內(nèi)容。ProCurve也啟動(dòng)了更強(qiáng)勢(shì)的合作伙伴計(jì)劃、市場(chǎng)營銷策略和折扣優(yōu)惠，這就拉緊了和方案商的距離，也顯示了自己的力量。

　　"It’s kind of like a perfect storm, and I think ProCurve is going to explode," Vost said.

　　這就好比一場(chǎng)酣暢淋漓的暴風(fēng)雨，我覺得ProCurve要爆發(fā)了， Vost說。

　　Going back three to four years, Vost said his business was split 90 percent Cisco and 10 percent ProCurve. Year by year, ProCurve sales have grown as Cisco has declined. Vost predicts that in a year or two his Cisco and ProCurve businesses will be split at an even 50-50. For Vost, ProCurve gear has become easier to sell as his base of clients seeks out lower-cost alternatives.

　　Vost稱，回顧三四年前，他們的業(yè)務(wù)思科占了90%，而ProCurve僅占10%。年復(fù)一年，ProCurve的銷售提升了，而思科卻在下滑。他預(yù)測(cè)一到兩年后，他們的業(yè)務(wù)將由思科和ProCurve平分秋色。Vost看來，ProCurve的設(shè)備變得更易于銷售，因?yàn)樗麄兊目蛻粼谧非蟮统杀尽?/span>

　　In its VAR survey, UBS cited ProCurve as Cisco’s "main long-term threat" and Cisco’s biggest LAN switching competitor. Seventy percent of respondents said HP would be more successful in its Cisco coup if it expanded outside LAN switching into other networking product areas, such as ProCurve’s recent acquisition of wireless networking vendor Colubris.

　　引用UBS的方案商調(diào)查中的一句話，ProCurve是思科的主要的長期的威脅以及思科最大的LAN交換機(jī)競(jìng)爭(zhēng)對(duì)手。70%的被調(diào)查人稱惠普會(huì)更加成功，只要思科還擴(kuò)展LAN交換機(jī)以外的其它網(wǎng)絡(luò)產(chǎn)品領(lǐng)域。ProCurve最近取得了和無線網(wǎng)絡(luò)供應(yīng)商Colubris的合作就是佐證。

　　Sixty percent of VARs surveyed said they see ProCurve and other low-cost alternatives stealing away Cisco partners.

　　60%的被調(diào)查方案商稱，ProCurve和其它低成本的選擇正在竊取思科的合作伙伴。

　　"ProCurve is the real threat at the low end for Cisco," said Yankee Group Senior Vice President Zeus Kerravala. "A lot of companies want an alternative to Cisco. With ProCurve, you get a lot of the functionality of the Cisco switch, just not with all of the features."

　　ProCurve是思科低端產(chǎn)品的真正威脅， Yankee公司高級(jí)副總裁Zeus Kerravala說，許多公司都希望除了思科還有別的選擇。有了ProCurve，用戶可以獲得思科交換機(jī)的多種功能，只是不是全部功能而已。

　　Respondents to CRN 2000 Channel Champions survey also noted that ProCurve can turn a strong profit. In the SMB networking space, ProCurve beat out Cisco from a financial perspective, raking first for product margins, spifs and rebates, along with its service attach rates.

　　CRN 2000渠道冠軍的調(diào)查也顯示，ProCurve的利潤潛力很大。在SMB網(wǎng)絡(luò)領(lǐng)域，ProCurve的財(cái)政指標(biāo)勝過思科，它在產(chǎn)品利潤空間、股指期貨、折扣優(yōu)惠以及服務(wù)附加率方面位居榜首。

　　Despite ProCurve’s increase, Kerravala noted, Cisco will still continue to perform. Kerravala said Cisco will always have an edge based on its high-quality gear and expansive feature set. Companies that buy Cisco and VARs that sell it know Cisco carries a premium price tag, but they also know what kind of bang they’ll get for their buck, he said.

　　Kerravala指出，盡管ProCurve在進(jìn)步，思科的角色還不會(huì)轉(zhuǎn)變。思科還具有優(yōu)勢(shì)的高質(zhì)量、可擴(kuò)展的設(shè)備。思科設(shè)備的購買者和方案商都清楚思科產(chǎn)品的溢價(jià)指數(shù)，以及投資的回報(bào)率有多大。

　　"A Cisco switch will do more than ProCurve’s," Kerravala said. "The reason people continue to buy Cisco is you have a large installed base of Cisco-certified engineers out there. The cost of running an alternate vendor from an operations standpoint is more expensive. But there will always be VARs that want an alternative to Cisco, especially in the data center."

　　Kerravala說：思科的交換機(jī)還是會(huì)比ProCurve的好，大家繼續(xù)支持思科的原因是，他們已經(jīng)有大批經(jīng)過思科認(rèn)證的工程師支持。從運(yùn)營的角度來說，重新選擇供應(yīng)商的成本更大。但是，選擇思科以外其它供應(yīng)商的方案商還會(huì)大有人在，尤其是在數(shù)據(jù)中心領(lǐng)域。

　　And while Cisco refuses to directly discuss the competition, it is no stranger to competitors. Cisco is quick to point out that for VARs selling point products and solutions, a quick and high margin may be attainable, but VARs can boost their overall value with Cisco’s solution-based approach.

　　盡管思科拒絕正面回應(yīng)此問題，這對(duì)競(jìng)爭(zhēng)對(duì)手來說并不陌生。思科很快指出，對(duì)于方案商來說，選擇有銷售點(diǎn)的產(chǎn)品和方案可能會(huì)很快獲得高利潤，但如果使用思科的解決方案，可以提高產(chǎn)品的整體價(jià)值。

　　"We do embrace good, healthy competition," said Wendy Bahr, Cisco’s vice president of channels in the United States/Canada theater. Regardless, Bahr said, Cisco does not let the competitive landscape influence its decision-making. Cisco has gotten to where it is, she said, by listening to partners and customers and launching a full solution play as opposed to a string of point products and pieces.

　　我們歡迎健康良好的競(jìng)爭(zhēng)，思科美國/加拿大分公司渠道部副總裁Wendy Bahr說，不管怎樣，思科不會(huì)允許競(jìng)爭(zhēng)的局面影響到公司的決策。思科的定位是正確的，我們傾聽了合作伙伴和客戶的聲音，進(jìn)而實(shí)施由單個(gè)的尖端產(chǎn)品商向完整的方案商轉(zhuǎn)型的計(jì)劃。

　　"Customers want turnkey, end-to-end, robust solutions," she said, adding that the solution approach gives VARs the opportunity for added revenue through services wrapped around Cisco’s technologies, something other vendors lack.

　　客戶需要的是可立即投入使用的、端對(duì)端式、功能強(qiáng)大的方案，她說，并補(bǔ)充道，思科的技術(shù)服務(wù)可以使方案商有機(jī)會(huì)獲得額外收入，這正是其它供應(yīng)商做不到的地方。

　　"The market condition is in a state of flux," Bahr said. "Even if the macroeconomics are worrisome, at this point in time what customers and partners want to achieve is a solution to a critical business issue. What I listen to the most is what the partners and the customers are saying."

　　Bahr 說：市場(chǎng)動(dòng)蕩不安，不過即使宏觀經(jīng)濟(jì)令人堪憂，客戶和合作伙伴最終追求的仍然是可以解決關(guān)鍵業(yè)務(wù)問題的方案。我們傾聽最多的恰恰就是合作伙伴和客戶的聲音。

　　And, according to Bahr, they’re saying a lot. She said partners are still seeing strong profitability and focus on the long-term outlook of Cisco investments over saving a few up-front dollars.

　　Bahr還說，合作伙伴仍然可以在我們這里看到很大的利潤空間，他們專注在思科的長期投資，這可以替他們節(jié)省不少預(yù)先付款。

　　"We talk about all the elements that go into partner profitability and meeting their needs with robust solutions," Bahr said. "A single, less expensive component can’t always solve that problem."

　　我們經(jīng)常圍繞著合作伙伴的利潤率以及需求進(jìn)行研究，給他們提高功能強(qiáng)大的方案，而單個(gè)、廉價(jià)的設(shè)備并不是總能解決那個(gè)問題。

　　Bahr also cautioned VARs that relying on lower prices as a business strategy often falls flat. "Using price as a leading strategy never bodes well. If you go down that path, where’s the value in that proposition?"

　　Bahr提醒方案商，將低成本當(dāng)作一種業(yè)務(wù)策略會(huì)走向失敗。以價(jià)格問題為主要策略從沒有產(chǎn)生過好的結(jié)果。若采用此種辦法，方案的價(jià)值何從談起?

　　Along with ProCurve making the grade, VARs are also starting to consider Juniper a viable alternative. In January, Juniper unveiled a new line of Ethernet switches, the EX Series, the Sunnyvale, Calif.-based vendor’s first-ever enterprise switching line.

　　除了ProCurve出線外，方案商也開始將Juniper作為一種可行選擇。一月份，Juniper推出了一種新型以太網(wǎng)交換機(jī)產(chǎn)品線 - EX系列 – 這也是該公司的第一條企業(yè)交換機(jī)產(chǎn)品線。

　　VARs responding to the UBS survey took note of Juniper’s switching momentum. The UBS survey found that Juniper’s EX Series switches are gaining acceptance from VARs, which is a turnaround on UBS’ prior survey. VARs are now optimistic about Juniper’s potential against Cisco (NSDQ:CSCO), although more U.S. VARs are feeling that way than European VARs. Overall, UBS found, two-thirds of respondents felt that Juniper’s new LAN switch will improve its position as a viable No. 2 to Cisco, while 59 percent expected strong channel adoption of the EX line.

　　根據(jù)UBS的調(diào)查，方案商已開始關(guān)注Juniper交換機(jī)的發(fā)展勢(shì)頭。Juniper的EX系列產(chǎn)品已經(jīng)逐漸被方案商們所接受，這與以前的UBS調(diào)查相比有了轉(zhuǎn)機(jī)?，F(xiàn)在方案商對(duì)Juniper和思科的競(jìng)爭(zhēng)潛力持樂觀態(tài)度，盡管有此看法的美國方案商比歐洲的要多。總的來說，2/3的被調(diào)查者認(rèn)為Juniper的新型LAN交換機(jī)的地位有可能上升至第二位，僅此于思科;而59%的被調(diào)查者希望EX產(chǎn)品線在渠道中獲得強(qiáng)勢(shì)的利用率。

　　Mike Banic, Juniper’s vice president of product marketing, Ethernet platforms business group, said Juniper’s growing strength in the channel comes from its recognition that fewer devices were needed and that the network needed to be easier to manage. That, coupled with the systematic rollout of the EX line, got it on VAR radar screens.

　　Juniper的產(chǎn)品營銷渠道以太網(wǎng)產(chǎn)品業(yè)務(wù)部副總裁Mike Banic說，Juniper在渠道中的發(fā)展動(dòng)力源于他們意識(shí)到設(shè)備需求減少而網(wǎng)絡(luò)需要更易于管理。此外，再加上EX產(chǎn)品線的有序推出，這才引起了方案商的關(guān)注。

　　"Their top concern is selling more and lowering their costs per revenue dollar," Banic said of solution providers. VARs are also facing bigger deals, but still need to execute on projects in less time and for less money, another factor that makes alternative vendors attractive.

　　他們最關(guān)注的是增加銷售并降低成本， Banic對(duì)于方案商如是說。方案商也接到過大筆交易，但同時(shí)需要考慮到縮短周期和降低成本的問題，這就使得多元化的供應(yīng)商具有吸引力。

　　So far, Banic said, the EX line has been deployed in 100 customers and in 2000’s second quarter brought in $10 million, a sign that the channel is taking notice.

　　Banic說，到目前為止，EX產(chǎn)品線已經(jīng)獲得了100家客戶，在2000年第二季度贏得了1千萬美元的收益，這就在渠道中掀起了一層波瀾。

　　Kobuszewski said it’s still too early to tell where Juniper will play in the LAN landscape. He said its timing might be right, but Juniper is still "late to the game."

　　Kobuszewski說，要確定Juniper在LAN領(lǐng)域中的地位還為時(shí)尚早。Juniper可能掌握了恰當(dāng)?shù)臅r(shí)機(jī)，但還是角逐晚了。

　　Despite UBS’ assessment, Kerravala said Juniper is more of a perceived threat to Cisco’s channel dominance than an actual threat. "Juniper doesn’t have the products, not in the enterprise," he said. "What matters is breadth of product. They’re missing a lot of components to compete for LAN business."

　　盡管UBS有此評(píng)價(jià)，Kerravala稱， Juniper對(duì)思科渠道霸主地位的威脅其實(shí)并沒有大家想象的那么大。Juniper沒有產(chǎn)品，沒有企業(yè)產(chǎn)品，而產(chǎn)品的種類是關(guān)鍵。他們還缺少大量的設(shè)備參與LAN業(yè)務(wù)領(lǐng)域的競(jìng)爭(zhēng)。他說。

　　It’s the completeness of Cisco solutions, Bahr said, that keep Cisco’s channel strong and focused. "We don’t look at a particular point or technology, we’re more about the solution."

　　Bahr稱，正是思科方案的完整性使思科渠道保持強(qiáng)勢(shì)和顯赫。我們關(guān)心的不是一個(gè)具體點(diǎn)或一種具體技術(shù)，而是整個(gè)方案。

　　With that solution vision, Bahr said, Cisco will continue to stay one step ahead of competitors and maintain the channel relationships necessary for solution providers to succeed.

　　從方案的視角看，思科還會(huì)繼續(xù)比其它競(jìng)爭(zhēng)對(duì)手領(lǐng)先一步，保持這種方案商成功所必需的渠道關(guān)系，Bahr稱。

　　Verteks’ Gulling, however, said VARs should be on their toes to seize opportunities with smaller, lower-cost vendors. He’s started preaching smaller vendors’ interoperability with Cisco as a main selling point.

　　但是，Verteks公司的Gulling稱，方案商應(yīng)該抓住機(jī)會(huì)和小型、低成本的供應(yīng)商合作。他已經(jīng)開始將小型供應(yīng)商和思科的互用性作為主要的銷售點(diǎn)加以宣傳。

　　"Time and time again, people that were all Cisco have less money," he said. "Smaller vendors, like 3Com, are going to have a lot of opportunities in Cisco shops."

　　他說：只和思科合作的人們賺的錢一再減少，小型供應(yīng)商，如3Com，將會(huì)贏得許多思科的客戶。