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27 Mar 2009
Refurbished kit specialist Delfi Communications’ induction into the official Cisco channel could signify an opening for the networking giant’s second-user brokers.
Refurbished kit currently accounts for about 40 per cent of Delfi’s revenue, with the remainder coming from new products. It has now been awarded Select partner status and has attained the vendor’s SMB specialisation.
Cisco’s relations with second-user brokers appear to have thawed in recent months.
Further reading
The vendor told CRN in December that accommodating unauthorised VARs was a desirable way of addressing the issue.
Cisco’s channel director for the UK and Ireland Bernadette Wightman said: “We understand the danger unauthorised goods pose for the channel. The new status Delfi has received will open up previously unavailable revenue streams.”
The Slough-based VAR will now focus primarily on the provision of Cisco Certified Refurbished Equipment.
Delfi sales director Andy Vine claimed the chance to sell certified kit would open up opportunities for his firm.“There are hardly any authorised refurbished resellers and it could be an opportunity for us,” he said.
“We were refurbishing kit ourselves; now we are purchasing product and it gives peace of mind to our customers, who are mainly ISPs and telcos.”
Vine claimed he was targeting Premier partner status within two months. He indicated Delfi would be interested in working towards Cisco’s Advanced Security specialisation and might consider upping services expertise with a view to ascending the partner hierarchy.
“Cisco is starting to wise up with its licence strategy and it made sense to join the channel,” he said.
Rod Haddrell, managing director of refurbished kit VAR Tindirect, said Cisco had never really embraced the refurbished space. “We would welcome the chance to converse with Cisco,” he said. “The challenge for manufacturers is staying compe titive; their pricing cannot be as reactive as brokers."
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