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Cisco VAR case signals changes to come

Cisco VAR case signals changes to come

Cisco lost a court case brought by a reseller and was ordered to pay damages of over US$6 million.

Infra-Comm alleges that Cisco said it was too small to handle the deal with The Irvine Company.

Large enterprise users of Cisco gear may not notice these changes in the reseller environment but smaller companies that tend to do business with smaller regional VARs might, Kerravala said. If VARs end up being forced to specialize in certain products, those smaller businesses might have to buy some products from larger VARs and that might mean higher prices for the end users, he said.

In addition, some of the larger VARs like Hewlett-Packard and EDS aren't designed to or particularly interested in catering to smaller businesses, Kerravala said, which could make buying more difficult for those smaller businesses.


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